Director of Channel Partnerships

📌 Core Information

🔹 Job Title: Director of Channel Partnerships

🔹 Company: Galvion

🔹 Location: Portsmouth, New Hampshire (Remote)

🔹 Job Type: Remote (50%+ Travel)

🔹 Category: Defense and Space Manufacturing

🔹 Date Posted: July 7, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: Remote (U.S.-based)

🚀 Job Overview

Key aspects of this role include:

• Expanding and deepening Galvion's partner ecosystem within the Defense sector, focusing on the dismounted warfighter market.
• Driving customer intimacy, anticipating operational needs, and translating feedback into actionable strategies.
• Serving as a trusted advisor to partners and end-users, positioning Galvion as a collaborative, solution-oriented partner committed to mission success.
• Building and sustaining strategic relationships with channel partners and defense stakeholders.
• Acting as a conduit between the field and internal teams, sharing real-time insights about customer pain points, market dynamics, and operational gaps.

ASSUMPTION: This role requires a high degree of independence and self-motivation, as well as exceptional interpersonal and communication skills to succeed in a remote work environment with significant travel.

📋 Key Responsibilities

✅ Executive Engagement & Customer Advocacy: Represent Galvion with executive presence in all partner and customer interactions, serving as a key voice of the customer.

✅ Channel Strategy with Market-Driven Focus: Design and lead a channel strategy that aligns with both market demand and warfighter operational needs.

✅ Customer Engagement & Market Intelligence: Lead the execution of customer-facing activities, with 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.

✅ Voice of the Market: Act as a conduit between the field and internal teams, sharing real-time insights about customer pain points, market dynamics, and operational gaps.

✅ Cross-Functional Enablement: Partner closely with internal stakeholders to 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 Galvion’s presence in the dismounted warfighter segment.

ASSUMPTION: This role requires a balance of strategic thinking and tactical execution, with a strong emphasis on customer-centricity and relationship-building.

🎯 Required Qualifications

Education: Bachelor’s or Master’s degree in Business, Engineering, Military Studies, or a related discipline (Preferred)

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.

Required Skills:

• Deep Defense Industry Experience
• Domain Expertise in Dismounted Operations
• Customer-Centric Execution
• Event & Field Engagement Leadership
• Relationship Building & Influence
• Strategic Communication
• Organizational Agility

Preferred Skills:

• Bachelor’s or Master’s 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

ASSUMPTION: While a degree in a related field is preferred, the most important qualifications for this role are the required skills and experience, particularly in the Defense industry and dismounted operations.

💰 Compensation & Benefits

Salary Range: $150,000 - $180,000 (Estimated, based on industry standards for a Director-level role in the Defense sector with 10+ years of experience)

Benefits:

• Health, Dental, and Vision Insurance
• 401(k) Retirement Plan
• Paid Time Off (PTO)
• Employee Assistance Program (EAP)
• Tuition Reimbursement
• Professional Development Opportunities

Working Hours: Full-time (40 hours/week) with significant travel (50%+)

ASSUMPTION: The salary range provided is an estimate based on industry standards for a Director-level role in the Defense sector with 10+ years of experience. Actual compensation may vary based on factors such as experience, skills, and performance.

📌 Applicant Insights

🔍 Company Context

Industry: Defense and Space Manufacturing, focusing on ballistic helmets, dynamic power and data management solutions, and integrated soldier systems for the modern battlefield.

Company Size: 201-500 employees, providing a mid-sized company environment with opportunities for growth and impact.

Founded: 2002, with over two decades of experience in designing, developing, and manufacturing mission-critical head solutions and integrated systems for military and tactical teams.

Company Description:

• Galvion is a privately-owned company with accredited facilities in New Hampshire, Vermont, and Massachusetts in the US, Montreal in Canada, Bristol in the UK, and Gdańsk in Poland.
• The company focuses on calculated investment and capability expansion, driving continued product and technology evolution beyond purely passive protection.
• Galvion's team of 450+ employees works proactively to solve the problems left unsolved by others, empowering missions through innovative, integrated solutions.

Company Specialties:

• Military and Law Enforcement
• Tactical and Defense Solutions
• Ballistic Protection
• Head and Torso Protective Equipment
• Manufacturing
• Power Supply and Integration
• Data & Applications
• Integrated Systems
• Advanced Concept Development
• Situational Awareness
• Engineering and Industrial Design
• Software Development
• Head Systems and Optical Coatings

Company Website: www.galvion.com

ASSUMPTION: Galvion's global presence and focus on integrated solutions provide unique opportunities for growth and impact in the Defense sector.

📊 Role Analysis

Career Level: Director-level role, reporting directly to the CEO or another senior executive, with significant influence over Galvion's channel partnership strategy and customer engagement.

Reporting Structure: This role may have direct reports, such as Channel Partnership Managers or Business Development Managers, depending on the organization's structure.

Work Arrangement: Remote (U.S.-based) with significant travel (50%+), requiring strong self-motivation, time management, and communication skills.

Growth Opportunities:

• Expanding Galvion's partner ecosystem and market presence within the Defense sector.
• Developing and mentoring team members, as well as contributing to the company's overall growth and success.
• Potential career progression into senior leadership or executive roles within Galvion or the broader Defense industry.

ASSUMPTION: This role offers significant growth potential, both in terms of expanding Galvion's market presence and developing one's career within the company or the broader Defense industry.

🌍 Location & Work Environment

Office Type: Remote (U.S.-based) with occasional travel to Galvion's facilities in Portsmouth, New Hampshire, and other global locations.

Office Location(s): 160 Corporate Dr, Portsmouth, New Hampshire 03801, US (Headquarters)

Geographic Context:

• Portsmouth, New Hampshire, is a coastal city with a population of approximately 21,000 people, offering a mix of urban and rural living with easy access to outdoor recreation and cultural attractions.
• The region is home to a growing defense and technology industry, providing ample opportunities for networking and collaboration.
• Galvion's global presence allows for international travel and engagement with partners and customers worldwide.

Work Schedule: Full-time (40 hours/week) with flexible hours and significant travel (50%+), requiring strong time management and communication skills.

ASSUMPTION: Galvion's remote work arrangement and global presence provide unique opportunities for flexibility and international exposure, while also requiring strong self-motivation and communication skills.

💼 Interview & Application Insights

Typical Process:

• Online application submission through Galvion's careers portal.
• Phone or video screen with the HR department to discuss qualifications and fit for the role.
• In-depth behavioral and situational interviews with senior leadership or the hiring manager to assess skills, experience, and cultural fit.
• Final round interviews, potentially including a presentation or case study, to evaluate problem-solving skills and strategic thinking.
• Background check and reference checks, as well as security clearance (if required) for final candidates.

Key Assessment Areas:

• Defense industry expertise and domain knowledge in dismounted operations.
• Customer-centric mindset and ability to build and maintain strong relationships with partners and end-users.
• Strategic thinking and communication skills, with the ability to craft compelling narratives and influence stakeholders.
• Leadership and organizational agility, with the ability to manage multiple priorities, balance near-term execution with long-term strategy, and coordinate cross-functional teams.

Application Tips:

• Tailor your resume and cover letter to highlight your relevant experience in the Defense industry, customer-facing roles, and dismounted operations.
• Prepare examples of your ability to drive customer intimacy, anticipate operational needs, and translate feedback into actionable strategies.
• Demonstrate your understanding of Galvion's mission, values, and market position in your application materials.
• Follow up with Galvion's HR department or the hiring manager after submitting your application to express your interest in the role and reiterate your qualifications.

ATS Keywords: Channel Partnerships, Defense Industry, Dismounted Operations, Customer Engagement, Market Intelligence, Strategic Communication, Relationship Building, Defense Procurement, Partner Management, CRM, Salesforce

ASSUMPTION: Galvion's hiring process is designed to assess candidates' skills, experience, and cultural fit, with a strong emphasis on customer-centricity and strategic thinking.

🛠️ Tools & Technologies

• CRM and partner management platforms, such as Salesforce
• Microsoft Office Suite (Word, Excel, PowerPoint)
• Video conferencing tools, such as Zoom or Microsoft Teams
• Project management tools, such as Asana or Trello
• Defense industry-specific software and platforms, such as Defense Acquisition University or Defense Industry Daily

ASSUMPTION: Galvion's use of industry-standard tools and technologies enables effective collaboration and communication, both internally and with external partners and customers.

👔 Cultural Fit Considerations

Company Values:

• Empower your mission: Galvion is committed to empowering military and tactical teams through innovative, integrated solutions that enhance performance and survivability.
• Calculate investment: Galvion focuses on calculated investment and capability expansion, driving continued product and technology evolution beyond purely passive protection.
• Proactive problem-solving: Galvion's team works proactively to solve the problems left unsolved by others, driving continuous improvement and innovation.

Work Style:

• Customer-centric: Galvion prioritizes customer intimacy, anticipating operational needs, and translating feedback into actionable strategies.
• Collaborative: Galvion fosters a culture of collaboration and teamwork, both internally and with external partners and customers.
• Adaptable: Galvion's team is adaptable and responsive to the ever-changing demands of the modern battlefield, driving continuous innovation and improvement.

Self-Assessment Questions:

• How do you approach building and maintaining strong relationships with partners and end-users in a remote work environment with significant travel?
• How do you balance near-term execution with long-term strategy, and coordinate cross-functional teams to drive growth and product relevance?
• How do you craft and deliver clear, compelling narratives tailored to executive, technical, and operational audiences, and use these narratives to influence stakeholders?

ASSUMPTION: Galvion's company values and work style require candidates to be customer-centric, collaborative, and adaptable, with strong communication and leadership skills.

⚠️ Potential Challenges

• Managing a remote work arrangement with significant travel, requiring strong self-motivation, time management, and communication skills.
• Balancing near-term execution with long-term strategy, and coordinating cross-functional teams to drive growth and product relevance.
• Navigating the complex and dynamic defense industry, with its unique procurement processes and stakeholder relationships.
• Adapting to the ever-changing demands of the modern battlefield, driving continuous innovation and improvement in Galvion's product offerings and market position.

ASSUMPTION: Galvion's unique role and work environment present both opportunities and challenges, requiring candidates to be adaptable, resilient, and strategic in their approach.

📈 Similar Roles Comparison

• Unlike traditional sales or business development roles, this position requires a deep understanding of the Defense industry, dismounted operations, and customer-centric execution.
• While similar roles may exist within the Defense industry, this role is unique in its focus on channel partnership strategy, customer engagement, and market intelligence.
• Career progression in this role may lead to senior leadership or executive roles within Galvion or the broader Defense industry, depending on the candidate's skills, experience, and performance.

ASSUMPTION: This role offers unique opportunities for growth and impact within the Defense industry, with a focus on channel partnership strategy, customer engagement, and market intelligence.

📝 Sample Projects

• Developing and executing a strategic plan to expand Galvion's partner ecosystem within the dismounted warfighter market, driving meaningful growth and enhancing customer value.
• Leading a cross-functional team to design and implement a customer engagement program, gathering real-time insights about customer pain points, market dynamics, and operational gaps.
• Negotiating and closing a strategic partnership with a key defense integrator, ensuring clear alignment with customer priorities, program requirements, and long-term mutual success.

ASSUMPTION: These sample projects reflect the strategic, customer-centric, and collaborative nature of the Director of Channel Partnerships role at Galvion.

❓ Key Questions to Ask During Interview

• How does Galvion support the professional development and growth of its employees, particularly in roles like this one that require significant strategic thinking and leadership?
• Can you describe the team structure and dynamics within Galvion, and how this role would fit into the organization's broader strategy and objectives?
• How does Galvion foster a culture of collaboration and innovation, both internally and with external partners and customers?
• What are the key priorities for this role in the first 90 days, and how will success be measured and evaluated over time?
• How does Galvion approach security clearance requirements, and what support is provided to employees who need to obtain or maintain clearance?

ASSUMPTION: These key questions help candidates assess Galvion's commitment to employee growth, collaboration, and success, as well as the specific requirements and expectations of the Director of Channel Partnerships role.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the Galvion careers portal.
• Tailor your resume and cover letter to highlight your relevant experience in the Defense industry, customer-facing roles, and dismounted operations.
• Prepare examples of your ability to drive customer intimacy, anticipate operational needs, and translate feedback into actionable strategies.
• Follow up with Galvion's HR department or the hiring manager after submitting your application to express your interest in the role and reiterate your qualifications.
• If selected for an interview, be prepared to discuss your understanding of Galvion's mission, values, and market position, as well as your strategic approach to channel partnership strategy, customer engagement, and market intelligence.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.