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).
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 OEMs, SIs, ISVs, VARs, distributors, 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., Nvidia).
- Sales Motions
- 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 OEM, Industrial Robotics or Defense Markets.
- Proven track record driving channel-led bookings.
- 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.
- Comfortable being both a player and a coach.
What We Offer- Impact: Shape the future of robotics, drones, industrial automation, aerospace, defense, and next-generation autonomous systems.
- Compensation: Competitive base salary with performance-based incentives.
- Benefits: Comprehensive health, dental, vision, and retirement benefits.
- Career Growth: Significant opportunities for advancement within a leading technology company.
- Innovation Culture: Work with cutting-edge robotics, drone, and embedded technologies alongside a team committed to excellence and innovation.
