Senior Director, Channel Sales & Business Development

Who we are:

XCOM RAN is owned and operated by Globalstar, Inc. and delivers a revolutionary private 5G Radio Access Network platform designed to enable the industrial automation revolution. Built by an expert team of former Qualcomm engineers, XCOM RAN has an advanced software-defined architecture, and enables the creation of wide-area “Supercells” that eliminate handoffs and optimize throughput. The solution is engineered for mission-critical environments where reliability, scalability, and low-latency performance are essential, from smart logistics and industrial automation to defense, emergency response, and more.

By combining spectrum flexibility with intelligent orchestration, XCOM RAN gives organizations the ability to unlock new efficiencies and support digital transformation at the edge.

Globalstar (NASDAQ: GSAT) is a leading provider of mobile satellite and terrestrial connectivity solutions with a comprehensive connectivity ecosystem, including XCOM RAN, in business for over 30 years with over 300 employees across 14 countries.

What you will be doing at XCOM RAN

The Senior Director of Channel Sales & Business Development for XCOM RAN is responsible for building and scaling the channel ecosystem that accelerates our growth in the private 5G market. Focus will be on strategic relationships with horizontal system integrators, value-added resellers, and Network-as-a-Service (NaaS) partners to drive revenue and solution adoption across industrial automation, logistics, manufacturing, transportation hubs, and other mission-critical environments. Will play a central role in shaping our go-to-market strategy, establishing repeatable operating models, and guiding partners to position our unique, software-defined industrial “super-cell” architecture as the foundation for AI-driven operational transformation. This role is both strategic and hands-on: will build a scalable channel engine while simultaneously leading the first wave of partner-sourced pipeline and revenue. As business needs evolve, this role will remain fluid in nature and will include direct engagement with end customers when required to support strategic objectives.

Duties/Responsibilities:

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.

Required Qualifications:

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

Desired Qualifications

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

Skills and Competencies:

Excellent verbal and written communication skills, including the ability to interact clearly and concisely with all departments and levels of management

Excellent organizational skills with attention-to-detail

Ability to meet multiple deadlines in a fast-paced environment

Ability to effectively manage time and prioritize tasks

Ability to act with integrity, professionalism, and confidentiality

Proficiency with Microsoft Office

Proficiency with CRM tools – preferably HubSpot

Strong problem-solving skills, especially under time constraints

What Globalstar offers:

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