Channel Sales Director, ADG

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

Wind River is seeking an experienced and entrepreneurialChannel Sales Leaderto drive, enable, and scale bookings and revenue across ourAerospace, 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 aheavy 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.

Key Responsibilities

Strategic Leadership

• Define and execute the globalADG channel sales strategy, focusing on accelerating bookings, expanding market coverage, and increasing revenue contribution through partners.
• Identify, recruit, and develop strategic partnerships withSystem Integrators, Distributors and VARs, and Federal/Defense contractorsthat 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 theGlobal ADG Leadership Team, WRX Proxy, and Functional Leaders(Legal, Finance, Product, Marketing, Operations) to ensure alignment, compliance, and unified execution.

Business Development & Growth

• Drivepartner-originated and partner-influenced pipelineacross 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.

Operational Excellence

• Ownpipeline quality and forecast accuracyfor ADG channel-driven business, ensuring clear visibility of bookings and revenue contribution.
• Implement repeatablepartner enablement frameworksincluding 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 allU.S. government and export control regulations, working closely with Legal and Compliance teams.
• Champion a culture ofoutcome-based selling, customer obsession, and execution excellenceacross the partner ecosystem.

Qualifications & Experience

• 15+ years of combined experiencein channel partner relationship management, sales or business development within theAerospace, Defense, or Government sectors.
• Deep understanding ofU.S. Government procurement, contracting, and acquisition processes (FAR/DFARS, IDIQ, OTA, CSO, BPA, ELA, GWAC).
• Proven experienceselling into ADG customers(DoD, DOE, DHS, NASA, intelligence community, primes, or tier-1 system integrators).
• Hands-on experience managing or enablingADG channel partners- understands how they operate, sell, and are incentivized.
• Track record ofbuilding 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 andfinancial fluencyto manage revenue forecasts, deal economics, and partner ROI.
• Exceptionalcommunication 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

Key Competencies

• Strategic Thinker / Operational Executor
• Trusted Advisor to Partners and Customers
• Collaborative Leader / Cross-Functional Influencer
• Results-Oriented and Data-Driven
• Strong Compliance and Ethical Standards
• Customer and Mission Obsession

Success Metrics

• Growth inchannel-sourced and channel-influenced bookings and revenue.
• Expansion ofqualified and enabled partnersin U.S. and EMEA ADG markets.
• Increasedpartner pipeline contributionand improvedforecast accuracy.
• Measurable improvements inmarket share, brand visibility, and customer engagementwithin ADG.

BENEFITS

• Hybrid work model for workplace flexibility
• Comprehensive health, dental, and life insurance
• Short and long-term disability coverage
• RRSP matching for financialsecurity
• Flexibletime-off policies for work-life balance
• Employee assistance program for mental well-being
• Learning benefits, including a LinkedIn Learning subscription and seminars

Join us at Wind River, where we're not just shaping technology; we're shaping the future of a safer, more connected world. Your journey to make a meaningful impact begins here.

APPLICANT PRIVACY NOTICE:

Your privacy is of the utmost importance to us. At Wind River, we strictly adhere to all applicable data privacy laws. Please review Wind River's Applicant Privacy Notice, which can be foundhere.

Wind River is an Equal Opportunity Employer with a commitment to diversity. We prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

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Special Clearance Requirements

This position will perform work that the U.S. government has specified can only be performed by a U.S. citizen on U.S. soil, and therefore any offer will be contingent upon verification of both of these requirements.

Compensation

The salary range for this role's listed grade level is based on On-Target-Earnings (OTE), 60% base+40% commission at currently $275k to $400k for DC residents. 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.