Director, Channel – Space Solutions

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of an annual revenue target sourced from and influenced by channels, encompassing Capella DaaS subscriptions, tasking capacity, satellite systems, Skyloom optical communications products, and the broader space solutions portfolio.

• Develop and implement a global channel strategy, which includes partner segmentation and tiering, regional coverage models, along with frameworks for margin, discounts, and deal registration.

• Engage in the recruitment, onboarding, and development of resellers, distributors, value-added analytics and application providers, systems integrators, defense primes, and international in-country representatives.

• Manage joint business plans with strategic partners, which include co-selling initiatives, pipeline generation, marketing development funds, quarterly business reviews, and accountability for targets.

• Establish comprehensive partner enablement programs, including sales and technical training, certification pathways, demo and evaluation resources, and pricing tools.

• Assist in partner-led and collaborative pursuits, which involve RFIs, RFPs, government solicitations, prime/subcontractor teaming strategies, and international distribution frameworks adhering to export-control regulations.

• Predict channel pipeline within CRM and PRM, ensure pipeline cleanliness, and handle channel conflicts alongside the direct sales team.

• Act as a representative of the partner ecosystem to product, engineering, and mission solutions teams, as well as at industry, defense, geospatial, and partner events.

⛳️ Requirements

• Over 10 years of experience in enterprise sales.

• A minimum of 4 years in building or leading channel, partner, or indirect programs within geospatial data, earth observation, satellite communications, satellite systems, defense technology, or related data/SaaS sectors.

• Proven track record of consistently exceeding sales quotas.

• Demonstrated success in establishing a channel program in an early or emerging market.

• Experience in recruiting partners, defining program economics, and scaling revenue sourced from partners across recurring data subscriptions and substantial capital or program-based hardware.

• Background in driving partner-led sales within U.S. government, defense, intelligence customers, and international markets.

• Knowledge of procurement mechanisms, teaming agreements, and export controls (ITAR/EAR).

• Proficiency in a structured sales methodology (MEDDICC, Challenger, or similar).

• Familiarity with deal registration, margin governance, and thorough CRM/PRM forecasting practices.

• Capability to engage with stakeholders regarding remote sensing, SAR, optical communications and crosslinks, tasking, and data delivery workflows.

• Bachelor's degree in business, engineering, or a related discipline.

• Willingness to travel up to 50%, including international travel.

• For non-technical positions in the U.S., candidates must be U.S. citizens or nationals, U.S. permanent residents, or legally admitted into the U.S. as refugees or granted asylum.

🏝️ Benefits

• Bonus.

• Equity.

• Comprehensive medical, dental, and vision insurance plans.

• Matching 401(k) contributions.

• Unlimited Paid Time Off (PTO).

• Paid holidays.

• Parental/adoption leave.

• Legal insurance.

• Home technology stipend.