Channel Sales Director, ADG

Aptiv•Washington, DC

3d•Hybrid

About The Position

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. The ideal candidate will bring deep experience in the U.S. Government and Defense industry, a strong understanding of government procurement and contracting processes, and a proven ability to build high-performing partner networks that drive measurable business outcomes.

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 — understands how they operate, sell, and are incentivized.
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 to manage revenue forecasts, deal economics, and partner ROI.
Exceptional communication and executive engagement skills — able to influence and build trust with C-level stakeholders internally and externally.
Entrepreneurial mindset with a passion for scaling new revenue channels and driving measurable growth.
Local resident with ability to work on site

Responsibilities

Define and execute the global ADG channel sales strategy, focusing on accelerating bookings, expanding market coverage, and increasing revenue contribution through partners.
Identify, recruit, and develop strategic partnerships with System Integrators, Distributors and VARs, and Federal/Defense contractors that align with Wind River’s ADG growth goals.
Lead joint business planning and enablement with top-tier partners to drive pipeline creation, solution alignment, and market differentiation.
Collaborate with the Global ADG Leadership Team, WRX Proxy, and Functional Leaders (Legal, Finance, Product, Marketing, Operations) to ensure alignment, compliance, and unified execution.
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 around Wind River’s portfolio (VxWorks, Linux, Simics, Wind River Studio).
Lead or co-sell into top strategic accounts and programs in collaboration with partners and field sales teams.
Own pipeline quality and forecast accuracy for ADG channel-driven business, ensuring clear visibility of bookings and revenue contribution.
Implement repeatable partner enablement frameworks including certification, co-marketing, and joint pursuit programs.
Identify annual investment required and build the case for internal approval.
Adjust strategy and plans, promotions and incentives quarterly or otherwise as essential to generate return on investment.
Ensure compliance with all U.S. government and export control regulations, working closely with Legal and Compliance teams.
Champion a culture of outcome-based selling, customer obsession, and execution excellence across the partner ecosystem.