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Channel Sales Director

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Aptiv plc

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Location:
United States , Washington DC

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Category:
Sales

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Contract Type:
Not provided

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Salary:

275000.00 - 400000.00 USD / Year
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Job Description:

Wind River is seeking an experienced and entrepreneurial Channel Sales Leader to drive, enable, and scale bookings and revenue across our Aerospace, Defense, and Government (ADG) markets through strategic and high-value partnerships. This leader will own the strategy and execution of our ADG channel ecosystem globally, with a heavy focus on the U.S. and EMEA markets.

Job Responsibility:

  • Define and execute the global ADG channel sales strategy
  • Identify, recruit, and develop strategic partnerships with System Integrators, Distributors and VARs, and Federal/Defense contractors
  • Lead joint business planning and enablement with top-tier partners
  • Collaborate with the Global ADG Leadership Team, WRX Proxy, and Functional Leaders
  • Drive partner-originated and partner-influenced pipeline across U.S. and EMEA ADG accounts
  • Lead negotiations and structuring of channel agreements, incentive programs, and revenue-sharing models
  • Build programs that expand partner technical competency and sales capability
  • Lead or co-sell into top strategic accounts
  • Own pipeline quality and forecast accuracy for ADG channel-driven business
  • Implement repeatable partner enablement frameworks
  • Identify annual investment required and build the case for internal approval
  • Ensure compliance with all U.S. government and export control regulations
  • Champion a culture of outcome-based selling, customer obsession, and execution excellence

Requirements:

  • 15+ years of combined experience in channel partner relationship management, sales or business development within the Aerospace, Defense, or Government sectors
  • Deep understanding of U.S. Government procurement, contracting, and acquisition processes (FAR/DFARS, IDIQ, OTA, CSO, BPA, ELA, GWAC)
  • Proven experience selling into ADG customers (DoD, DOE, DHS, NASA, intelligence community, primes, or tier-1 system integrators)
  • Hands-on experience managing or enabling ADG channel partners
  • Track record of building and leading teams (direct or matrixed) with strong collaboration across Sales, BD, Product, and Marketing functions
  • Strong knowledge of embedded intelligence, Software Edge space
  • Strong business acumen and financial fluency
  • Exceptional communication and executive engagement skills
  • Entrepreneurial mindset with a passion for scaling new revenue channels and driving measurable growth
  • Local resident with ability to work on site
What we offer:
  • Hybrid work model for workplace flexibility
  • Comprehensive health, dental, and life insurance
  • Short and long-term disability coverage
  • RRSP matching for financial security
  • Flexible time-off policies for work-life balance
  • Employee assistance program for mental well-being
  • Learning benefits, including a LinkedIn Learning subscription and seminars

Additional Information:

Job Posted:
February 19, 2026

Employment Type:
Fulltime
Work Type:
On-site work
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