Director, Channel & Distribution

Optro

1d • $156,000 - $234,000 • Remote

About The Position

Optro is seeking a strategic, hands-on channel leader to grow its North American resale and distribution ecosystem into a repeatable source of pipeline and transactions. The Director, Channel & Distribution will lead a resale and distribution team, build on the Optro Partner Connect Program and new strategic partnerships, and own program strategy, revenue outcomes, and the systems and processes needed to scale the channel. The role is remote and focuses on bringing Optro’s GRC Intelligence platform to more customers.

Requirements

• 12 or more 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, rather than reliance on a single partner.
• Track record of growing an early-stage partner ecosystem into a repeatable, measurable revenue source.
• 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.
• Familiarity with cloud marketplace go-to-market and its intersection with resale and DSOR models.
• Ability to negotiate complex partner and customer transactions and close deals.
• Experience designing 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 succeed without a complete playbook.
• Strong executive presence and ability to influence and build consensus internally and externally.

Nice To Haves

• Experience transacting through cloud marketplaces using 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 own North American 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 to build a repeatable sourcing and transaction engine.
• Lead and accelerate distribution relationships through a two-tier motion, with joint business plans, executive sponsorship, and quarterly business reviews.
• Grow SLED resale and distribution through partners using cooperative contract vehicles, and recruit SLED-focused resellers to generate sourced opportunities.
• Lead strategic 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 discount and margin structures.
• Work 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 on partner marketing budgets, programs, events, campaigns, and demand generation.
• Coordinate multi-partner motions with international and advisory-partner leaders.
• Serve as executive contact for partner 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 or 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