Director, Channel & Distribution

Optro

10d • $156,000 - $234,000 • Remote

About The Position

Optro is seeking a strategic, hands-on channel leader to build its North American resale and distribution ecosystem into a repeatable engine for sourcing and transacting business. The Director, Channel & Distribution will lead the resale and distribution team, build on the Optro Partner Connect Program and strategic partnerships, and own program strategy and accountability while driving revenue and developing systems and processes that support channel scale. The role focuses on expanding the reach of Optro’s GRC Intelligence platform and delivering partner-sourced pipeline, partner-transacted bookings, and partner activations.

The Director will establish and grow partner relationships, including two-tier distribution and SLED-focused resale, and work closely with Optro sales, operations, marketing, international, and advisory-partner teams. The position also serves as an executive contact for partner leadership and reports results and recommendations to Optro leadership.

Requirements

• 12+ years of channel and partner sales experience, including leadership roles on both the vendor side and the reseller or distributor side.
• Established, multi-threaded relationships across multiple North American resellers, such as SHI, WWT, Optiv, CDW, Presidio, and GuidePoint, rather than dependence on a single partner.
• Proven track record taking a partner ecosystem from an early stage to repeatable, measurable revenue.
• Command of two-tier distribution, reseller buying processes, deal economics, services wrappers, and margin structures.
• Working knowledge of SLED procurement through resale and distribution, including cooperative contracts, flow-down agreements, and fiscal-year buying patterns.
• Base familiarity with cloud marketplace go-to-market (AWS, Azure, or Google Cloud) and how it intersects with resale/DSOR models.
• Ability to negotiate complex partner and customer transactions and close deals.
• Experience helping design channel systems and processes, such as deal registration, partner relationship management, and CRM workflows, in partnership with operations teams.
• Ability to thrive in ambiguity, take calculated risks, and find ways to succeed without a full playbook.
• Strong executive presence and ability to influence and build consensus internally and externally.

Nice To Haves

• Experience transacting through cloud marketplaces via private offers or channel-partner private offers.
• Federal channel experience, including FedRAMP-related motions.
• Channel experience in security, risk, or GRC software.
• Experience building partner programs, tiers, and incentives from the ground up.

Responsibilities

• Drive and eventually own the North America resale and distribution strategy, delivering quarterly and annual targets for partner-sourced pipeline, partner-transacted bookings, and partner activations.
• Identify, recruit, onboard, enable, and activate resellers aligned with Optro’s Ideal Partner Profile, turning an early-stage partner base into a repeatable sourcing and transaction engine.
• Lead and accelerate distribution relationships through a two-tier motion, using joint business plans, executive sponsorship, and QBRs to ensure accountability.
• Drive SLED resale and distribution through partners using cooperative contract vehicles, including NASPO ValuePoint, OMNIA Partners, Sourcewell, and Texas DIR; recruit SLED-focused resellers to source opportunities.
• Participate directly in strategic deals, including partner negotiations, deal structuring, margin decisions, and closing transactions alongside Optro sales teams.
• Establish partner and direct-sales rules of engagement, including deal registration, conflict resolution, and co-selling practices.
• Own regional partner economics, including discount and margin structures.
• Partner with Partner Ops, RevOps, and Deal Desk to scale channel systems and processes for registration, quoting, order flow, renewals, and forecasting.
• Collaborate with the partner marketing leader to allocate budget to partner marketing programs, events, campaigns, and demand generation.
• Coordinate multi-partner motions with International and advisory-partner leaders.
• Serve as the executive point of contact for partner organization leadership and report results and recommendations to Optro leadership.

Benefits

• $200 per month for anything that enhances your life through the LYBL program.
• Comprehensive employee health coverage.
• 401(k) with company match.
• Competitive compensation and bonus program.
• Flexible vacation for exempt employees; accrued vacation for non-exempt employees.
• Time off for birthdays and volunteering.
• Employee resource groups.
• Team and company-wide get-togethers.
• Parental leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed