Aptiv · 1 day ago
Senior Director, Channels Chief
United States
Full-time
Remote
Director/Executive
15+ years expAptiv is a global leader in delivering software solutions that drive digital transformation across critical industries. The Channels Chief is responsible for designing and executing Wind River’s global channel strategy to achieve significant channel-led growth and build a high-performing ecosystem of partners.
AutomotiveAutonomous VehiclesElectric VehicleRide SharingSoftware
Responsibilities
Define and own the global channel strategy for all segments: Telco, Automotive, Industrial, Aerospace & Defense, Enterprise
Build and manage a portfolio of high-impact channel partners—GSIs, VARs, distributors, cloud alliances, OEMs—aligned to WRCP, eLxr Pro Linux, and VxWorks
Establish channel governance, segmentation, onboarding, enablement, incentives, and performance frameworks
Drive channel-sourced and channel-influenced ACV with a target of $100M+ annual ACV contribution
Build and scale channel plays for:
VMware/Linux migration
Industrial Edge and OT/IT convergence
Private 5G and sector-specific solutions
WRCP + eLxr co-sell packages
Develop multi-year revenue commitments with top global partners (e.g., ServiceNow, Capgemini, Fujitsu, NTT Data, CDW, Black Box, Samsung SDS)
Own the global Channel Program, including tiers, incentives, rebates, co-marketing, deal registration, and MDF
Build clear rules of engagement with Sales, Services, Solutions, Product, and WRX
Ensure channel alignment on renewals strategy (e.g., Black Box) with clean handoffs and predictable execution
Partner with Industry Leaders, Geo VPs, Product, Marketing, and Services to build integrated plays and ensure execution
Ensure AEs, AMs, and FAEs are trained and equipped to co-sell and co-deliver with channel partners
Collaborate with Finance, Legal, and Operations to streamline contract cycles, training, compliance, and forecasting rigor
Build a global partner enablement engine (training, certification, solution toolkits, sales playbooks)
Ensure partners are technically ready to design, deploy, and support WRCP, eLxr, VxWorks, and Edge solutions
Transition technical lift to partners where possible to reduce internal cost of sale
Define and operate a global channel scorecard with KPIs including:
Channel-sourced and influenced ACV
Channel pipeline contribution
Win-rate improvements
Attach rate of WRCP and eLxr
Cost-of-sale efficiency
Lead quarterly business reviews with top partners; hold regional channel leaders accountable
Qualification
Required
15+ years in global channel leadership, partner sales, or alliances at scale within software, cloud, Linux, telco, or industrial tech
Proven track record driving $100M+ in 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
Preferred
Strategic, disciplined operator with strong execution muscles
Collaborative, direct communicator who drives accountability
Executive presence and credibility with SVP/EVP counterparts at global partners
Data-driven; pushes for predictability, rigor, and measurable ROI
Builder mentality—able to create programs and systems from the ground up
Company
Aptiv
Aptiv is a global technology company that develops safer, greener, and more connected solutions, which enable the future of mobility.
10001+ employees
H1B Sponsorship
Aptiv has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (85)
2024 (185)
2023 (148)
2022 (197)
2021 (159)
2020 (97)
Funding
Current Stage
Public CompanyTotal Funding
$2.97BKey Investors
US Department of Energy
2024-09-09Post Ipo Debt· $2.15B
2024-06-04Post Ipo Debt· $816.13M
2017-12-04IPO
Leadership Team
Rodney O'Neal
CEO & President
Varun Laroyia
EVP & Chief Financial Officer
Recent News
Morningstar.com
2026-01-09
2026-01-06
2026-01-05
Company data provided by crunchbase