Managing Director, Global Strategic Partnership & Route to Market

Aptiv•Troy, MI

1d•$380,000 - $550,000

About The Position

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 Role: The Managing Director, Global Strategic Partnerships & Routes to Market is responsible for designing, leading, and scaling a global partner‑led go‑to‑market model across regions. This role is an overlay to regional sales organizations, accountable for driving incremental revenue and market share through strategic partnerships and alternative routes to market (sell‑to, sell‑through, and sell‑with). The MD will own a global proxy P&L for the partner route‑to‑market, ensuring that partner‑sourced and partner‑influenced revenue, profitability, and marketing investments are optimized. This leader will fuse commercial rigor with brand and marketing alignment, developing joint value propositions and co‑marketing strategies with key partners such as global SIs, ISVs, VARs, distributors, MSPs, and technology alliances.

Requirements

15+ years in global channel partner sales, or alliances at scale within software, cloud, Linux, telco, or industrial tech.
Proven track record driving 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 growth.
Data-driven; pushes for predictability, rigor, and measurable ROI.
Builder mentality—able to create relationships and highly effective growth programs from the ground up.

Responsibilities

Define the global strategic partnerships and routes‑to‑market strategy, in alignment with the overall company growth agenda and regional sales plans.
Segment and prioritize partner ecosystems (e.g., GSI, RSIs, VARs, MSPs, distributors, OEM/ISV alliances) to maximize global coverage, revenue contribution, and brand presence.
Establish a multi‑year roadmap for partner‑driven revenue, including clear milestones, coverage models, and investment theses by partner type/geography.
Act as the global executive sponsor and escalation point for top‑tier strategic partners (e.g., Capgemini, Fujitsu, CDW‑type partners).
Own a global proxy P&L for all partner‑related routes‑to‑market, incorporating:
Sell‑to: Direct sales to partners (distributors, resellers, SIs) and associated margin/rebate structures.
Sell‑through: End‑customer revenue transacted via partners, including attach, upsell, and cross‑sell performance.
Sell‑with: Partner‑influenced pipeline and revenue, including co‑selling and joint pursuits with field sales.
Define and track revenue, margin, and ROI targets for partner programs and joint offerings; adjust investments (MDF, rebates, incentives, co‑funded headcount) based on performance.