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

Strategic Channel Leadership

• 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.

• 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.