Senior Director, Aftermarket Channel

Accountabilities: Lead, coach, and develop a high-performing team of Aftermarket Channel Managers focused on partner growth, market expansion, and customer success across North America. Develop and execute channel strategies to increase hardware sales, recurring service revenue, and partner-generated bookings. Build and strengthen strategic relationships with original equipment manufacturers (OEMs), maintenance, repair, and overhaul organizations (MROs), dealers, and other aviation industry partners. Oversee annual business planning, forecasting, pipeline management, and revenue performance across the aftermarket channel organization. Establish and maintain executive-level relationships with key partners, serving as a senior escalation point for strategic opportunities, negotiations, and business challenges. Develop partner programs that increase installation capacity, technical expertise, certification adoption, and sales effectiveness. Identify opportunities to improve partner productivity, operational efficiency, profitability, and market coverage. Collaborate cross-functionally with Sales, Product Management, Engineering, Marketing, Customer Operations, and Finance to coordinate priorities, product launches, customer adoption initiatives, and growth strategies. Represent partner and customer needs throughout the product lifecycle to improve product alignment, service delivery, and overall customer satisfaction. Monitor channel performance, analyze business results, and implement corrective actions to achieve revenue and growth objectives. Contribute to long-term business strategy by expanding market presence, strengthening the partner ecosystem, and increasing adoption of aviation connectivity products and services. Requirements: Bachelor’s degree in Business, Engineering, Aviation, or a related field, or equivalent practical experience. 15+ years of leadership experience in channel sales, business development, aviation services, aerospace technology, connectivity, or related industries. Proven success leading high-performing sales, channel management, or business development organizations. Extensive experience managing complex partner ecosystems involving OEMs, MROs, dealers, and aviation service providers. Demonstrated ability to drive revenue growth through indirect sales channels, strategic partnerships, and partner-based commercial models. Strong executive presence, with experience influencing senior stakeholders, negotiating strategic agreements, and building long-term business relationships. Excellent leadership, coaching, communication, and team development skills, with the ability to build accountability and foster collaboration. Strong business acumen and analytical capabilities, including forecasting, pipeline management, performance analysis, and the development of corrective action plans. Ability to balance long-term strategic planning with disciplined execution and measurable commercial outcomes. Preferred: Experience in business aviation, aerospace technology, aircraft connectivity, or aviation services. Preferred: Knowledge of avionics, aircraft modifications, certification requirements, and aviation service environments. Preferred: Familiarity with subscription-based services, recurring revenue strategies, or SaaS business models. Preferred: Experience leading channel organizations that support aircraft OEMs, MROs, and dealer networks. Preferred: Knowledge of partner enablement, certification, accreditation, and training programs. Preferred: MBA or another advanced business degree. Preferred: Experience scaling strategic partnerships, expanding into new markets, and working directly with executive-level stakeholders. Benefits: Base salary: USD $176,000–$220,000 annually, as stated in the original posting. Compensation applicable to Canadian-based candidates should be confirmed during recruitment. Eligibility for a target annual short-term incentive through a commission plan. Eligibility to participate in an incentive stock program. Medical, dental, and vision insurance, with plans designed to accommodate different employee needs. Immediate vesting in the 401(k) retirement plan. Paid time off. Volunteer time off. Option to participate in an Employee Stock Purchase Plan. The opportunity to lead a strategically important channel organization and influence business growth across the aviation connectivity market. A collaborative environment that values integrity, customer excellence, teamwork, and employee development.