Director, Global Alliances – Channel and Distributor

Location – US Home Office

ABOUT WIND RIVER

Wind River is a global leader in delivering software for mission-critical intelligent systems. For more than four decades, the company has been an innovator and pioneer, powering billions of systems that require the highest levels of security, safety, and reliability. Wind River helps customers across automotive, aerospace, defense, industrial, medical, and telecommunications industries solve complex technology challenges on their journey toward the new intelligent machine economy.

The company’s software powers generation after generation of the safest, most secure systems in the world.  Examples include playing a key role in NASA space missions such as Artemis I, the James Webb Space Telescope, and multiple Mars rovers. We’ve achieved recent 5G milestones, including the world’s first successful 5G data session with Verizon and building one of the largest Open RAN networks in the world with Vodafone.  The company has received industry recognition for its technology innovation and leadership and for its workplace culture, including global Great Place to Work certification and being named a “Top Workplace” for ten consecutive years. If you want to be part of a unique culture where the lived experience is based on our cultural attributes of growth mindset, customer focus, and diversity, equity, inclusion & belonging, come join us and help advance the future software-defined world.

ABOUT THE OPPORTUNITY

The Director, Global Alliances – Channel and Distributor is a pivotal leadership position aimed at enhancing Wind River’s market presence and revenue via partnerships with key channel and distributor partners and their related ecosystems. This role is tailor-made for an individual with a deep understanding of the business modeling and GTM modalities of these types of partners.  It will be responsible for both expanding existing relationships with them, and innovating and driving new opportunities for revenue and market scale.  The ideal candidate is a technically oriented seller with extensive experience in engaging with channel and distributor partners, and a solid track record of operational excellence and execution.

Responsibilities

• Strategic Partnering Leadership: Spearhead the strategic vision and engagement with key channel and distributor partners, identifying opportunities for growth and competitive differentiation.
• Customer Engagement: In partnership with the Wind River Account Management team, build and maintain strong relationships with key customers who benefit from the partnerships you are driving ensuring their needs are met with the joint Wind River/Partner solutions.
• Transformative Change Agent: Leverage deep partnership experience to drive transformative change as we grow and develop our partnership and ecosystem scale across partner types and industries.
• Operational Excellence: Demonstrate a strong operational and execution mindset, with the ability to translate strategy into actionable plans that drive revenue growth.
• Collaborative Execution: Collaborate with cross-functional teams across field sales, product development, marketing, and finance to ensure a unified approach to achieving sales targets.

ABOUT YOU

Qualifications

• 10+ years of experience in a leadership role building and curating revenue and scale-generating partnerships with global channel and distributor partners.
• A strong background in professional services, software sales, and development, with proven expertise in delivering growth through partner ecosystems.
• Engineering mindset, with the ability to understand and articulate the technical aspects of software solutions in the context of channel and distributor partners.
• Excellent track record in executive engagement, particularly with channel and distributor partners.
• Excellent communication and interpersonal skills, with the capability to engage effectively with stakeholders at all levels.
• Bachelor’s Degree in Business, Engineering, Marketing, or a related field; MBA or equivalent advanced degree strongly preferred.

What We Offer

• A leadership role at the helm of one of the most critical and innovative business units within Wind River.
• The opportunity to shape the future of industrial, automotive, telecommunications, aerospace, government, and defense solutions with cutting-edge technology.
• A dynamic, forward-thinking work culture that values innovation, performance, and growth.
• Competitive compensation package, including comprehensive benefits and opportunities for professional development.

Benefits

• Flexible home office! We offer the flexibility of a hybrid work schedule or 100% remote
• Named Top Workplace for the 8th year in a row
• Wind River’s commitment to DEIB
• 100% Employee covered Medical, Dental, and Vision insurance*
• Flexible Time Off policy** + 12 observed Holidays
• 401K with company match
• Health Savings Account (HSA) and Flexible Spending Account (FSA)
• Wellness Benefits through Unmind

*varies by region and country

** varies by region and country

Compensation:

This role is part of our sales organization and has an On Target Earnings (OTE) consisting of 60% base salary plus a 40% variable commission. Overachievement of the variable portion is possible. The OTE range for this role’s listed grade level is currently $265,000 to $345,000 for residents in the states of Colorado, New York and New Jersey; and $308,000 to $395,000 for residents in the states of California and Washington, and the NYC area. Salary ranges are determined through interviews and a review of education, experience, knowledge, skills, location and abilities of the applicant, and equity with other team members. Employees in this role are also eligible for the following benefits in accordance with the terms of the Company's plans: health, dental, vision insurance, life insurance, flex time off, eligibility to enroll in 401k, 12 paid holidays.