全球战略合作伙伴总监
Global Strategic Partnership Director
关于 Wind River：
Wind River 是全球领先的为关键任务智能系统提供软件的公司。在过去四十多年里，该公司一直是创新者和先驱者，为数十亿需要最高安全、安全和可靠性的系统提供支持。
Wind River 帮助汽车、航空航天、国防、工业、医疗和电信行业的客户解决在迈向新的智能机械经济过程中的复杂技术挑战。公司的软件支撑着一代又一代世界上最安全、最可靠的系统。例如，在 NASA 的太空任务中，包括阿耳忒弥斯 I 号、詹姆斯·韦伯太空望远镜和多个火星探测器中发挥了关键作用。我们最近实现了 5G 的里程碑，包括与 Verizon 首次成功完成 5G 数据会话，并与 Vodafone 共同建设了世界上最大的 Open RAN 网络之一。
公司因其技术创新和领导力以及工作文化获得了行业认可，包括全球“最佳工作场所”认证，并连续十年被评为“顶级工作场所”。
关于该职位：
全球战略合作伙伴与市场进入渠道总监负责设计、领导并扩展跨地区的以合作伙伴为主导的市场进入模式。该职位是对地区销售组织的补充，负责通过战略合作伙伴关系和替代市场进入渠道（销售至、销售通过和销售合作）推动增量收入和市场份额。
您将负责合作伙伴市场进入渠道的全球代理损益表，确保由合作伙伴获取和影响的收入、盈利和营销投资得到优化。这位领导者将融合商业严谨性与品牌和营销的一致性，与关键合作伙伴（如全球系统集成商、独立软件供应商、增值经销商、分销商、管理服务提供商和技术联盟）共同开发联合价值主张和联合营销策略。
您将做出的贡献：
- 战略与领导
- 在与整体公司增长计划和区域销售计划一致的前提下，定义全球战略合作伙伴关系和市场进入渠道策略。
- 对合作伙伴生态系统（如全球系统集成商、区域系统集成商、增值经销商、管理服务提供商、分销商、原始设备制造商/独立软件供应商联盟）进行细分和优先排序，以最大化全球覆盖范围、收入贡献和品牌影响力。
- 制定以合作伙伴驱动的收入的多年路线图，包括明确的里程碑、覆盖模型和投资计划
查看英文原文
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.
About the Role:
The Global Director 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).
You 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.
How you will contribute:
- Strategy & Leadership
- 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).
- Revenue Ownership & Proxy P&L Management
- 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.
Your background:
- 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.
- fluent in French and English (both writing and speaking)
Your 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!
Privacy Notice - Active Candidates:
Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.
Originally posted on Himalayas