Senior Director, Channels Chief

About Wind River

Wind River is a global leader in delivering software solutions that drive digital transformation across critical industries, including Aerospace, Automotive, Telecommunications, and more. As a forward-thinking software company, we empower customers to achieve their business goals through innovative solutions, trusted expertise, and a commitment to excellence.

Position Overview

The Channels Chief is accountable for designing, scaling, and executing Wind River's global channel strategy to deliver channel-led growth at scale. This leader builds a high-performing ecosystem (GSIs, VARs, SIs, OEMs, distributors, cloud and technology partners) that expands market reach, grows ACV, drives new logos, and lowers cost of sale. The mandate: deliver predictable, channel-led revenue growth with $100M+ ACV contribution.

Key Responsibilities

• Define and own the global channel strategy for all segments: Telco, Automotive, Industrial, Aerospace & Defense, Enterprise.
• Build and manage a portfolio of high-impact channel partners-GSIs, VARs, distributors, cloud alliances, OEMs-aligned to WRCP, eLxr Pro Linux, and VxWorks.
• Establish channel governance, segmentation, onboarding, enablement, incentives, and performance frameworks.

• Drive channel-sourced and channel-influenced ACV with a target of $100M+ annual ACV contribution.
• Build and scale channel plays for:
  • VMware/Linux migration
  • Industrial Edge and OT/IT convergence
  • Private 5G and sector-specific solutions
  • WRCP + eLxr co-sell packages
• Develop multi-year revenue commitments with top global partners (e.g., ServiceNow, Capgemini, Fujitsu, NTT Data, CDW, Black Box, Samsung SDS).

• Own the global Channel Program, including tiers, incentives, rebates, co-marketing, deal registration, and MDF.
• Build clear rules of engagement with Sales, Services, Solutions, Product, and WRX.
• Ensure channel alignment on renewals strategy (e.g., Black Box) with clean handoffs and predictable execution.

• Partner with Industry Leaders, Geo VPs, Product, Marketing, and Services to build integrated plays and ensure execution.
• Ensure AEs, AMs, and FAEs are trained and equipped to co-sell and co-deliver with channel partners.
• Collaborate with Finance, Legal, and Operations to streamline contract cycles, training, compliance, and forecasting rigor.

• Build a global partner enablement engine (training, certification, solution toolkits, sales playbooks).
• Ensure partners are technically ready to design, deploy, and support WRCP, eLxr, VxWorks, and Edge solutions.
• Transition technical lift to partners where possible to reduce internal cost of sale.

• Define and operate a global channel scorecard with KPIs including:
  • Channel-sourced and influenced ACV
  • Channel pipeline contribution
  • Win-rate improvements
  • Attach rate of WRCP and eLxr
  • Cost-of-sale efficiency
• Lead quarterly business reviews with top partners; hold regional channel leaders accountable.

Qualifications

• 15+ years in global channel leadership, partner sales, or alliances at scale within software, cloud, Linux, telco, or industrial tech.
• Proven track record driving $100M+ in channel-led ACV.
• Strong operational builder with experience in channel program design and global execution.
• Demonstrated success forming and scaling multi-year strategic partnerships.
• Comfortable operating in complex, matrixed, global environments.

• Strategic, disciplined operator with strong execution muscles.
• Collaborative, direct communicator who drives accountability.
• Executive presence and credibility with SVP/EVP counterparts at global partners.
• Data-driven; pushes for predictability, rigor, and measurable ROI.
• Builder mentality-able to create programs and systems from the ground up.

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Compensation

The salary range for this role's listed grade level is based on On-Target-Earnings (OTE), 60% base+40% commission at currently $380,000k to $550,000. Salary ranges are determined through interviews and a review of the 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, and 12 paid holidays.

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