Senior Director, Channel Sales & Business Development
About The Position
The Senior Director of Channel Sales & Business Development for XCOM RAN is responsible for building and scaling the channel ecosystem that accelerates our growth in the private 5G market. Focus will be on strategic relationships with horizontal system integrators, value-added resellers, and Network-as-a-Service (NaaS) partners to drive revenue and expand solution adoption across industrial automation, logistics, manufacturing, transportation hubs, and other mission-critical environments. Will play a central role in shaping our go-to-market strategy, establishing repeatable operating models, and guiding partners to position our unique, software-defined industrial “super-cell” architecture as the foundation for AI-driven operational transformation. This role is both strategic and hands-on: will build a scalable channel engine while simultaneously leading the first wave of partner-sourced pipeline and revenue. As business needs evolve, this role will remain fluid in nature and will include direct engagement with end customers when required to support strategic objectives.
Requirements
- 10–15+ years of channel sales, business development, or strategic alliances experience in telecom, private wireless, or industrial connectivity solutions
- Proven success in building GTM programs and scaling channels in emerging growth environments
- Strong understanding of private 4G/5G ecosystem: RAN, edge, core, industrial devices, and enterprise deployment considerations
- Demonstrated ability to create pipeline and close complex enterprise or industrial automation deals through partners
- Executive-level communication, negotiation, and relationship-building skills
- Ability to operate independently, create structure where none exists, and thrive in a fast-moving, early-stage environment
- Flexibility to operate in a dynamic environment and willingness to engage directly with customers as business needs dictate.
- Bachelor’s degree required
Nice To Haves
- Master’s degree or technical background preferred
- Existing network of relationships with major SIs, VARs, and NaaS providers
- Experience selling into mission-critical industrial environments such as logistics hubs, transportation, manufacturing, or energy/utility sectors – both direct and channel
- Background working with distributed MIMO, advanced RAN technologies, or spectrum-enabled services
- Start-up or new-business-unit build experience—preferably creating channel programs from the ground up
- Global sales experience, particularly in EU and GCC markets
- Experience with OT/automation vendors and robotics/AI ecosystems
- Proficiency with CRM tools – preferably HubSpot
Responsibilities
- Define and execute the global channel strategy for system integrators, VARs, and NaaS providers
- Recruit, onboard, and enable key channel partners—with an early focus on North America—expanding into Europe and the Gulf region as commercial demand grows
- Develop and implement partner programs, compensation structures, training frameworks, co-selling motions, and joint pipeline governance
- Work with Product, Innovation & Strategy, Sales Engineering, and Marketing to develop channel-specific positioning, collateral, and repeatable deal playbooks
- Lead executive relationships with partner leadership, ensuring alignment on target verticals, solution packaging, and revenue commitments
- Manage forecasting accuracy and pipeline coverage from all channel sellers; hold partners accountable to business plans and sales KPIs
- Support live customer engagements alongside partners, helping qualify, shape, and close opportunities where industrial performance and differentiated RAN capabilities matter
- Establish scalable operational processes including deal registration, channel KPIs, and lifecycle partner support
- Represent XCOM RAN at industry conferences, workshops, and partner events to strengthen presence and advocate for our technology
- Bring continuous feedback to Product Management on partner-identified requirements and solution enhancements
- Adapt to evolving business priorities and engage directly with end customers when needed to advance strategic objectives.
Benefits
- Paid Time Off
- Paid Holidays
- 401(k) Plan with Company Match
- Employee Stock Purchase Program
- Voluntary and Company Paid Group Life Insurance
- Short- and Long-Term Disability Insurance
- Medical FSA
- Dependent Care
- Competitive Salaries
- Health Insurance
- Dental Insurance
- Vision Insurance
- Employee Assistance Program
- Comprehensive and Interactive Wellness Program
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What This Job Offers
Job Type
Full-time
Career Level
Senior
