Global Strategic Partnership Director

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).

Responsibilities

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., Capgemini, Fujitsu, CDW-type partners).; Own a global proxy P&L for all partner-related routes-to-market, incorporating: 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.

Requirements

15+ years in global channel partner sales, or alliances at scale within software, cloud, Linux, telco, or industrial tech.; Proven track record driving 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.; 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.; fluent in French and English (both writing and speaking)

Benefits

Health and life insurance: Wind River provides a company-sponsored life insurance offering x3 base salary cover, from the first day of employment.; Income protection: Wind River offers company-sponsored permanent health insurance from the first day of employment; Healthcare: Company-funded healthcare is available to all employees, including vision care and Dental; Holidays: Employees benefit from 25 days of annual holiday, plus 8 public holidays. You will also receive your birthday off!; Wind Gives Back: All employees are encouraged to take advantage of five paid days each year to volunteer with not-for-profit community organisations or activities in their communities.; Pension: Employees are auto-enrolled in a Group Personal Pension Plan; And more!