Aptiv · 20 hours ago
Channel Sales Director, ADG
Washington, DC
Full-time
Hybrid
Director/Executive
$275K/yr - $400K/yr
15+ years expAptiv is a global leader in delivering software for mission-critical intelligent systems, and they are seeking an experienced Channel Sales Leader to drive bookings and revenue across Aerospace, Defense, and Government markets. This role involves defining the channel sales strategy, developing strategic partnerships, and ensuring operational excellence within the ADG ecosystem.
AutomotiveAutonomous VehiclesElectric VehicleRide SharingSoftware
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Define and execute the global ADG channel sales strategy, focusing on accelerating bookings, expanding market coverage, and increasing revenue contribution through partners
Identify, recruit, and develop strategic partnerships with System Integrators, Distributors and VARs, and Federal/Defense contractors that 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 the Global ADG Leadership Team, WRX Proxy, and Functional Leaders (Legal, Finance, Product, Marketing, Operations) to ensure alignment, compliance, and unified execution
Drive partner-originated and partner-influenced pipeline across 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
Own pipeline quality and forecast accuracy for ADG channel-driven business, ensuring clear visibility of bookings and revenue contribution
Implement repeatable partner enablement frameworks including 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 all U.S. government and export control regulations, working closely with Legal and Compliance teams
Champion a culture of outcome-based selling, customer obsession, and execution excellence across the partner ecosystem
Qualification
Required
15+ years of combined experience in channel partner relationship management, sales or business development within the Aerospace, Defense, or Government sectors
Deep understanding of U.S. Government procurement, contracting, and acquisition processes (FAR/DFARS, IDIQ, OTA, CSO, BPA, ELA, GWAC)
Proven experience selling into ADG customers (DoD, DOE, DHS, NASA, intelligence community, primes, or tier-1 system integrators)
Hands-on experience managing or enabling ADG channel partners — understands how they operate, sell, and are incentivized
Track record of building 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 and financial fluency to manage revenue forecasts, deal economics, and partner ROI
Exceptional communication 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
Benefits
Hybrid work model for workplace flexibility
Comprehensive health, dental, and life insurance
Short and long-term disability coverage
RRSP matching for financial security
Flexible time-off policies for work-life balance
Employee assistance program for mental well-being
Learning benefits, including a LinkedIn Learning subscription and seminars
Health, dental, vision insurance
Life insurance
Flex time off
Eligibility to enroll in 401k
12 paid holidays
Company
Aptiv
Aptiv is a global technology company that develops safer, greener, and more connected solutions, which enable the future of mobility.
10001+ employees
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
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