Senior Director, Channel Sales – Business Development

🕒 July 2

🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

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Globalstar

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1991

📡 Telecommunications

🔧 Hardware

☁️ SaaS

Telecommunications • Hardware • SaaS

Globalstar is a global satellite communications company that provides satellite and hybrid satellite-terrestrial connectivity, devices, and platform services for asset tracking, personnel safety, remote/emergency communications, and IoT telemetry. The company offers LEO satellite network connectivity, embeddable satellite chipsets and modems, consumer and industrial hardware (SPOT messengers, IoT trackers), and a software/platform stack (Realm Enablement Suite) for data management, mapping, and AI-enabled telematics. Globalstar serves commercial and government customers across transportation, energy, maritime, agriculture, forestry, and public safety to enable always-on connectivity where cellular is unavailable.

📋 Description

• 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

• 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

• 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