Strategic Technology Partnerships Director

Optro

4h•Remote

About The Position

Optro is a leading audit, risk, ESG, and InfoSec platform, having surpassed $300M ARR and continuing to grow. It is leveraged by over 50% of the Fortune 500, including 7 of the Fortune 10, and is top-rated on G2.com and Gartner Peer Insights. Optro fosters innovation, helps customers, and contributes to the company's and communities' greater good, being recognized as one of the 500 fastest-growing tech companies in North America for seven consecutive years by Deloitte. The Strategic Office is establishing a formal ecosystem partnerships capability in 2026. The GRC market is consolidating, and partners like ERP platforms, financial reporting tools, and workflow systems are crucial in shaping the future of enterprise risk and compliance management. This role is designed to intentionally manage these strategic distribution channels to drive value and scale for Optro. This is not a traditional partnerships or channel sales role; the successful candidate will build the partner strategy, target prioritization framework, commercial structures, executive relationships, and GTM motions from scratch to generate measurable pipelines and position Optro as the preferred ecosystem partner in GRC. The role involves managing relationships that could become strategically vital for Optro, requiring the ability to operate at both commercial and strategic levels, handling co-sell agreements and C-suite discussions on joint roadmaps.

Requirements

7+ years in strategic partnerships, business development, or corp dev in B2B SaaS or enterprise software with a track record of building from scratch, not inheriting a mature program
Experience structuring complex, multi-party commercial agreements co-sell arrangements, technology integration agreements, joint GTM commitments
Demonstrated ability to build and manage executive relationships at the VP and C-suite level at large enterprise software companies
Strong commercial instincts: you can run a negotiation, read a room, and close an agreement without hand-holding

Nice To Haves

Experience in GRC, audit, risk, compliance, ERP, financial reporting, or an adjacent enterprise software category is a meaningful advantage

Responsibilities

Build and maintain Optro’s ecosystem partnership strategy from the ground up.
Mapping the GRC, ERP, financial reporting, and adjacent enterprise software landscape to identify the highest-value partnership targets
Developing the business case for each priority partnership: the commercial rationale, the integration opportunity, the GTM model, and the long-term strategic value
Leading commercial negotiations and executing partnership agreements; co-sell arrangements, technology integration agreements, joint GTM commitments
Maintaining a living partner landscape map that informs the LRP, the M&A thesis, and the CEO’s strategic narrative
Design and run co-sell programs with partner sales teams, including joint pipeline development, deal registration, and field enablement
Coordinate with Optro’s Marketing and Sales teams on joint campaigns, integration go-to-market, and partner-sourced demand generation
Build the internal case for each partner’s channel value; partner-sourced pipeline should show up in the GTM numbers and be attributable
Work with Product and Engineering on integration prioritization, ensuring the technical integration roadmap aligns with the commercial partnership strategy
Own executive relationships at partner companies at the VP+ level, not just with their partner programs or technical teams
Maintain a regular cadence of strategic dialogue with each priority partner: joint roadmap alignment, product vision sharing, market positioning conversations
Monitor each partnership for signals of deepening strategic interest; acquisition intent, category expansion, competitive positioning shifts and route those signals to the CEO, Corp Dev, and CGO.
Serve as the connective tissue between Optro’s partnership activity and the company’s M&A strategy: the relationships you build are the pipeline from which strategic transactions emerge