About the company
This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Senior Director, Aftermarket Channel based in Canada.
Lead the growth and development of a North American aftermarket channel strategy within the business aviation connectivity industry. In this senior leadership role, you will build high-performing teams and strategic partnerships that expand market reach, increase revenue, and strengthen customer success. You will oversee relationships across aircraft manufacturers, maintenance and repair organizations, dealers, and key industry partners. Working closely with Sales, Product, Engineering, Marketing, Customer Operations, and Finance, you will align channel priorities with broader business objectives. You will also drive partner enablement, improve installation capacity, and expand recurring service revenue.
Responsibilities
- 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 OEMs, 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.
- Represent partner and customer needs throughout the product lifecycle.
- Monitor channel performance, analyze business results, and implement corrective actions.
- Contribute to long-term business strategy by expanding market presence and strengthening the partner ecosystem.
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 and negotiating strategic agreements.
- Excellent leadership, coaching, communication, and team development skills.
- Strong business acumen and analytical capabilities, including forecasting, pipeline management, and performance analysis.
- Ability to balance long-term strategic planning with disciplined execution.
- 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: MBA or another advanced business degree.
Conditions
- Base salary: USD $176,000–$220,000 annually.
- 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.
- Immediate vesting in the 401(k) retirement plan.
- Paid time off and volunteer time off.
- Option to participate in an Employee Stock Purchase Plan.