Senior Director, Channel Sales – Business Development

Globalstar

Senior Director of Channel Sales for XCOM RAN driving growth in the private 5G market. Building and scaling channel ecosystem across mission-critical environments.

Posted 7/2/2026full-timeRemote • California • 🇺🇸 United StatesSeniorWebsite

About the role

Key responsibilities & impact

Define and execute the global channel strategy for system integrators, VARs, and NaaS providers
Recruit, onboard, and enable key channel partners—with an early focus on North America—expanding into Europe and the Gulf region as commercial demand grows
Develop and implement partner programs, compensation structures, training frameworks, co-selling motions, and joint pipeline governance
Work with Product, Innovation & Strategy, Sales Engineering, and Marketing to develop channel-specific positioning, collateral, and repeatable deal playbooks
Lead executive relationships with partner leadership, ensuring alignment on target verticals, solution packaging, and revenue commitments
Manage forecasting accuracy and pipeline coverage from all channel sellers; hold partners accountable to business plans and sales KPIs
Support live customer engagements alongside partners, helping qualify, shape, and close opportunities where industrial performance and differentiated RAN capabilities matter
Establish scalable operational processes including deal registration, channel KPIs, and lifecycle partner support
Represent XCOM RAN at industry conferences, workshops, and partner events to strengthen presence and advocate for our technology
Bring continuous feedback to Product Management on partner-identified requirements and solution enhancements
Adapt to evolving business priorities and engage directly with end customers when needed to advance strategic objectives.

Requirements

What you’ll need

10–15+ years of channel sales, business development, or strategic alliances experience in telecom, private wireless, or industrial connectivity solutions
Proven success in building GTM programs and scaling channels in emerging growth environments
Strong understanding of private 4G/5G ecosystem: RAN, edge, core, industrial devices, and enterprise deployment considerations
Demonstrated ability to create pipeline and close complex enterprise or industrial automation deals through partners
Executive-level communication, negotiation, and relationship-building skills
Ability to operate independently, create structure where none exists, and thrive in a fast-moving, early-stage environment
Flexibility to operate in a dynamic environment and willingness to engage directly with customers as business needs dictate.
Bachelor’s degree required; Master’s degree or technical background preferred
Existing 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 direct and channel
Background working with distributed MIMO, advanced RAN technologies, or spectrum-enabled services
Start-up or new-business-unit build experience—preferably creating channel programs from the ground up
Global sales experience, particularly in EU and GCC markets
Experience with OT/automation vendors and robotics/AI ecosystems

Benefits

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Channel Strategy DevelopmentPipeline ManagementComplex Deal ClosingPartner Program ImplementationSales KPI ManagementForecasting AccuracyOperational Process EstablishmentNegotiation SkillsRelationship BuildingMarket Expansion

Soft Skills

Independent OperationAdaptabilityFlexibilityCommunication SkillsLeadership

Certifications

Bachelor’s DegreeMaster’s Degree Preferred