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About the role
- Global Director Strategic Partnerships driving global partner-led go-to-market model to increase revenue and market share at Wind River. Responsible for P&L management and strategic partner relationships.
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.
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.
Benefits
- Health and life insurance: Wind River provides a company-sponsored life insurance offering x3 base salary cover, from the first day of employment.
- Income protection: Wind River offers company-sponsored permanent health insurance from the first day of employment
- Healthcare: Company-funded healthcare is available to all employees, including vision care and Dental
- Holidays: Employees benefit from 25 days of annual holiday, plus 8 public holidays. You will also receive your birthday off!
- Wind Gives Back: All employees are encouraged to take advantage of five paid days each year to volunteer with not-for-profit community organisations or activities in their communities.
- Pension: Employees are auto-enrolled in a Group Personal Pension Plan
- And more!
Job title
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Degree requirement
Tech skills
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