Alliances Manager, Resale

Optro

8d•Remote

About The Position

Having surpassed $300M ARR and continuing to grow, Optro is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: AuditBoard is top-rated on G2.com and Gartner Peer Insights. At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte! Why This Role is Exciting Optro’s Alliance/Partner organization has grown tremendously over the last 18 months. We are searching for a manager to respond to increased demand and momentum from resellers working with commercial and SLED accounts. The perfect individual is entrepreneurially-minded, coachable, hard-working, and full of grit to help guide us into this new go-to-market approach. You'll be accelerating the pipeline and net new sales via resellers in a co-sell model where you are the key stakeholder in orchestrating the enablement of our sales team around best practices in operating with resellers. In addition, you will be assigned a small number of regional or technology partners in the advisory or consulting space.

Requirements

3-5 years of sales experience and channel track record of success, working with Resale Partners such as Guidepoint, Optiv, SHI, CDW, and Carahsoft. Preference given to individuals with Cybersecurity VAR or GRC VAR experience.
Experience in State, Local, Education (SLED) sales and how to best utilize partners to drive clean and efficient deals for Optro.
Have a full working knowledge of the buying processes required by resellers, deal economics, and margin calculations.
SaaS experience is a must vs solely working with resellers in a hardware or on-premise deployment capacity
Must be able to communicate with Optro sales leaders effectively and show urgency in helping deals progress in their pipeline when your partners are involved.
Strong networking, business development, and influencing skills that translate into building commitment and driving actions across organizational boundaries.
Experienced at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals.
Effective in a matrix environment, comfortable with environments lacking full definition, and willing to take calculated risks.

Nice To Haves

Experience in InfoSec, positioning to CISOs, or other relevant GRC or third-party risk technologies is helpful.

Responsibilities

Manage all resale workflows including pass-through transactions, partner sourced (deal registered), deals where we bring partners into the transaction, etc.
Act as SME for our sales team on how to communicate and work with resale partners on transactions.
Drive momentum and achieve quarterly and annual revenue, pipeline, and/or partner acquisition targets through enabling current partners in partnership with our Alliance SEs and Partner Sales Managers.
Create Joint business plans with partners and aggressively execute against mutual goals.
Develop a deep understanding of partners’ business strategy and build specific Optro growth initiatives that align with partners’ business strategy.
Where appropriate, coordinate efforts between our Partner Services leader and our Value Add Resellers to build service offerings around the Optro software software.
Orchestrate marketing and demand generation events with partners and our Partner Marketing team.
Serve as a primary Optro point of contact for the executives at your assigned partner organizations.
Support Optro sales activities webcasts, roadshows, and contract negotiations.