Director of Channel Partnerships

Job Description

Salary:

THE COMPANY

Galvion designs, develops, and manufactures ballistic helmets and dynamic power and data management solutions for the modern battlefield. We are a passionate, global, and fast-paced team collaborating with several strategic partners and are committed to enhancing the overall agility and survivability of the modern warfighter and tactical operator.

The Opportunity

Galvion is seeking a dynamic and customer-focused Director of Channel Partnerships to expand and deepen our partner ecosystem within the Defense sector, with a strong focus on the dismounted warfighter market. This role goes beyond channel developmentit requires a leader with the ability to drive customer intimacy, anticipate operational needs, and translate front-line feedback into actionable strategies that enhance both partner and end-user value.

This individual will be instrumental in bridging market insights with strategic execution, fostering strong relationships not only with channel partners but also with defense customers, military end-users, and procurement influencers. The ideal candidate has over 10 years of experience in the Defense industry, a proven track record in client-facing roles, and deep domain expertise in dismounted operations.

This is a remote position, requiring 50%+ travel to engage directly with partners, attend field events, and maintain close proximity to customer needs and priorities.

What you will be doing

Executive Engagement & Customer Advocacy

Represent Galvion with executive presence in all partner and customer interactions. Serve as a key voice of the customer, bringing insights from the field back into the organization to shape product direction, partnership priorities, and go-to-market strategies.

Channel Strategy with Market-Driven Focus

Design and lead a channel strategy that aligns with both market demand and warfighter operational needs. Use deep customer insight to ensure partner alignment and drive meaningful growth across the dismounted soldier systems domain.

Trusted Advisor to Partners & End-Users

Build and sustain strategic relationships with channel partners and defense stakeholders alike. Position Galvion as a collaborative, solution-oriented partner committed to mission success, not just transactions.

Customer Engagement & Market Intelligence

Lead the execution of customer-facing activitiesincluding trade shows, field demonstrations, range events, and user evaluationswith an emphasis on listening, learning, and responding to end-user feedback.

Channel Negotiation & Alignment

In collaboration with executive leadership, identify and onboard new partners, ensuring all agreements support long-term mutual success. Craft NDAs, MOUs, and reseller contracts that reflect clear alignment with customer priorities and program requirements.

Voice of the Market

Act as a conduit between the field and internal teams. Share real-time insights about customer pain points, market dynamics, and operational gaps to help shape offerings and messaging that resonate with defense buyers and users.

Cross-Functional Enablement

Partner closely with internal stakeholdersMarketing, Sales, Product Management, Engineeringto ensure that customer insights drive messaging, product evolution, and sales strategies.

Communication & Influence

Develop and deliver executive-ready briefings and compelling narratives that reflect a clear understanding of customer priorities, partner contributions, and market opportunities.

Market Growth Through Relationship Depth

Use deep, trust-based relationships and situational awareness to expand Galvions presence in the dismounted warfighter segment, ensuring we are the partner of choice for integrated soldier systems.

What you will need to succeed

Deep Defense Industry Experience

10+ years of progressive experience in the Defense sector, with a strong focus on client-facing roles that required building trust, understanding mission-critical needs, and delivering impactful solutions.

Domain Expertise in Dismounted Operations

Proven understanding of the dismounted warfighter space, including operational requirements, procurement pathways, and key stakeholders within OEMs, integrators, and government agencies.

Customer-Centric Execution

Demonstrated ability to operate independently while staying closely connected to customer needstranslating field-level insights into actionable strategies that drive growth, product relevance, and partnership value.

Event & Field Engagement Leadership

Successful track record in planning and leading interactive customer events, field demonstrations, and evaluation trials that foster engagement, feedback loops, and long-term relationships.

Relationship Building & Influence

Exceptional interpersonal and negotiation skills with the ability to cultivate trusted relationships across a spectrum of stakeholdersfrom military operators to senior leadership in partner organizations.

Strategic Communication

Strong written and verbal communication skills with the ability to craft and deliver clear, compelling narratives tailored to executive, technical, and operational audiences.

Organizational Agility

Well-developed organizational skills and a high degree of initiative, with the ability to manage multiple priorities, balance near-term execution with long-term strategy, and coordinate cross-functional teams.

Preferred Qualifications

Bachelors or Masters degree in Business, Engineering, Military Studies, or a related discipline

Prior military, law enforcement, or para-military service, especially in or supporting dismounted operations

Familiarity with U.S. and international defense procurement and acquisition processes

Experience with CRM and partner management platforms such as Salesforce

Additional Requirements

Location: Remote (U.S.-based)

Travel: 50%+ (Domestic and occasional international travel required)

Security Clearance: Ability to obtain and maintain a security clearance may be required depending on program needs

Galvion provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Galvion complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

remote work

Fully remote