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.