Senior Director, Channel Sales – Business Development

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

📋 Description

• Define and implement the global channel strategy targeting system integrators, VARs, and NaaS providers.

• Recruit, onboard, and empower key channel partners, initially focusing on North America before expanding into Europe and the Gulf region as commercial interest increases.

• Develop and execute partner programs, compensation plans, training structures, co-selling strategies, and governance for joint pipelines.

• Collaborate with Product, Innovation & Strategy, Sales Engineering, and Marketing teams to create channel-specific positioning, marketing materials, and standardized deal playbooks.

• Cultivate executive relationships with partner leadership, ensuring alignment on targeted verticals, solution packaging, and revenue commitments.

• Oversee forecasting accuracy and pipeline coverage from all channel sales; hold partners accountable for business plans and sales KPIs.

• Assist in live customer engagements alongside partners, helping to qualify, shape, and close opportunities where industrial performance and distinct RAN capabilities are essential.

• Establish scalable operational processes, including deal registration, channel KPIs, and lifecycle support for partners.

• Represent XCOM RAN at industry events, workshops, and partner gatherings to enhance our presence and advocate for our technology.

• Provide continuous feedback to Product Management regarding partner-identified needs and solution improvements.

• Adapt to changing business priorities and engage directly with end customers as necessary to advance strategic goals.

⛳️ Requirements

• 10–15+ years of experience in channel sales, business development, or strategic alliances within the telecom, private wireless, or industrial connectivity sectors.

• Proven track record in developing go-to-market programs and scaling channels in emerging growth settings.

• Strong understanding of the private 4G/5G ecosystem, including RAN, edge, core, industrial devices, and enterprise deployment factors.

• Demonstrated capability to generate pipeline and close complex enterprise or industrial automation deals through partnerships.

• Exceptional executive-level communication, negotiation, and relationship-building abilities.

• Ability to work independently, establish structure in ambiguous situations, and excel in a fast-paced, early-stage environment.

• Flexibility to function in a dynamic landscape and a willingness to engage directly with customers as business demands dictate.

• Bachelor's degree required; a Master’s degree or technical background is preferred.

• Established network of relationships with major SIs, VARs, and NaaS providers.

• Experience selling into mission-critical industrial environments such as logistics hubs, transportation, manufacturing, or energy/utility sectors, both directly and through channels.

• Background in working with distributed MIMO, advanced RAN technologies, or spectrum-enabled services.

• Experience in start-ups or building new business units, preferably creating channel programs from scratch.

• Global sales experience, especially in EU and GCC markets.

• Familiarity with OT/automation vendors and robotics/AI ecosystems.

🏝️ Benefits

• Work/Life Balance: Paid Time Off, Paid Holidays.

• Financial Benefits: 401(k) Plan with Company Match, Employee Stock Purchase Program, Voluntary and Company Paid Group Life Insurance, Short- and Long-Term Disability Insurance, Medical FSA, Dependent Care, Competitive Salaries.

• Health & Wellness: Health Insurance, Dental Insurance, Vision Insurance, Employee Assistance Program, Comprehensive and Interactive Wellness Program.