Director, Channel & Distribution
Employment Information
Report this job
Job expired or something wrong with this job?
Job Description
Director building North American resale and distribution channels for Optro's AI-powered GRC Intelligence Platform. Driving partner-sourced revenue, SLED growth, strategic deals, and channel-scale operations.
Responsibilities:
- Drive and eventually own the North America resale and distribution strategy
- Deliver quarterly and annual targets for partner-sourced pipeline, partner-transacted bookings, and partner activations
- Identify, recruit, onboard, enable, and activate resellers aligned to Optro's Ideal Partner Profile
- Lead and accelerate distribution relationships through a two-tier motion
- Establish accountability through joint business plans, executive sponsorship, and QBRs
- Drive SLED resale and distribution through cooperative contract vehicles including NASPO ValuePoint, OMNIA Partners, Sourcewell, and Texas DIR
- Recruit SLED-focused resellers to drive sourced opportunities
- Lead strategic partner negotiations, deal structuring, margin decisions, and transaction closing alongside Optro sales teams
- Establish partner/direct-sales rules of engagement, including deal registration, conflict resolution, and co-selling practices
- Own regional partner discount and margin structures
- Partner with Partner Ops, RevOps, and Deal Desk to scale registration, quoting, order flow, renewals, and forecasting systems
- Collaborate with Partner Marketing on partner marketing programs, events, campaigns, and demand generation
- Coordinate with international and advisory-partner leaders on multi-partner motions
- Serve as executive point of contact for partner leadership
- Report 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
- Proven track record taking a partner ecosystem from 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 its intersection with resale/DSOR models
- Comfortable negotiating complex partner and customer transactions and closing deals
- Experience designing channel systems and processes, including deal registration, partner relationship management, and CRM workflows, with operations teams
- Strong executive presence and ability to influence and build consensus
- Preferred: experience transacting through cloud marketplaces via private offers or channel-partner private offers
- Preferred: federal channel experience, including FedRAMP-related motions
- Preferred: channel experience in security, risk, or GRC software
- Preferred: experience building partner programs, tiers, and incentives from the ground up
- Background checks are required
Benefits:
- $200/mo LYBL benefit
- Comprehensive employee health coverage
- 401(k) with company match
- Competitive compensation & bonus program
- Flexible vacation (exempt) / Accrued vacation (non-exempt)
- Time off for your birthday & volunteering
- Employee resource groups
- Opportunities for team and company-wide get-togethers
- Parental Leave
- Equity
- Commission
Similar Jobs
Senior Director, HSSE Sub-division
HSSE Sub-division Senior Director leading safety, environmental compliance, and sustainability for JLL’s real estate operations. Managing teams, audits, risk programs, and contractor standards across Central Division accounts.
Director of Development
Development Director growing donor relationships and chapter fundraising for Blue Star Families, a nonprofit supporting military and Veteran families. Based remotely within the Washington, D.C. Metro area.
Regional Director
Regional Director leading volunteers, chapter growth, grants, and fundraising events for Rocky Mountain Elk Foundation conservation programs across New England.
Associate Director, Digital Execution
Associate Director executing BRUKINSA digital and non-personal promotion campaigns for BeOne Medicines. Managing omnichannel strategy, agency relationships, analytics, compliance, and brand media budget.
Associate Director, Technical Services – Meals & Beverages
Associate Director leading technical readiness, process capability, and commercialization for Campbell’s Meals & Beverages brands. Driving innovation scale-up, quality, cost, and manufacturing improvements.
Director, Global Accounts
Director leading enterprise account growth and retention for Vantage’s retail media orchestration platform. Building global account strategy, expanding client relationships, and developing the account team.
Director, Global Accounts
Director leading enterprise account growth and retention for Vantage’s retail media orchestration platform. Building global account strategy, renewals, upsell, and senior client relationships.
Director of National Accounts – Specimen Management
BD national accounts director driving Specimen Management strategy, cross-selling, and contracting. Building executive healthcare relationships across assigned Midwest strategic accounts.
Associate Director of Development, Oceania
Associate Director raising major gifts for The Nature Conservancy’s Oceania conservation programs. Building donor portfolios, securing $25,000+ gifts, and coordinating multi-year fundraising strategies.
Region CFS Director
Regional CFS Director leading Customer Financial Services operations for AutoNation, a major U.S. automotive retailer. Improving dealership finance performance through coaching, training, analytics, and lender partnerships.
Clinical Innovation Executive Director
Clinical innovation executive directing AI, automation, and digital transformation for Worldwide Clinical Trials, a global CRO. Building scalable clinical-development solutions, governance, and measurable business value.
Managing Director
Managing Director scaling QCA's SaaS cybersecurity compliance platform from startup to scale-up. Leading commercial growth, international expansion, and strategic operations.
Managing Director
Managing Director scaling QCA’s SaaS cybersecurity compliance platform from startup to scale-up. Leading commercial growth, international expansion, and ownership-driven value creation.
Managing Director
Managing Director scaling GovConnect’s government facility-management platform across Latin America. Leading market entry, public-sector sales, partnerships, operations, and growth.
Managing Director
Managing Director scaling GovConnect’s GovTech facility-management platform across Latin America. Leading market entry, public-sector sales, partnerships, operations, and sustainable growth.
Managing Director
Managing Director scaling QCA’s SaaS cybersecurity compliance platform from startup to scale-up. Leading commercial growth, international expansion, and strategic operations.
Managing Director – Management Buy-In
Managing Director scaling QCA’s SaaS platform integrating NIS2 and DORA compliance. Driving commercial growth, international expansion, and shareholder value creation.
Director, PACS
Director, PACS leading PACS, VNA, and enterprise imaging strategy for SimonMed's nationwide outpatient medical imaging network. Driving technology transformation, reliability, governance, and innovation across approximately 180 centers.
Director, Capital Markets
Director Capital Markets für eine wachsende Beratungs-Boutique. Leitung von Capital-Markets- und Transformationsprojekten bei Banken und Finanzdienstleistern in Deutschland.
Senior Director, AP Test Publishing
Senior Director leading College Board’s AP exam publishing operations, governance, and insourcing. Managing print, accommodated, and Braille exam delivery with vendors and internal teams.