Global Strategic Partnership Director

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!

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