Strategic Technology Partnerships Director
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Job Description
Strategic Partnerships Director at Optro, building ecosystem partnerships from scratch. Leading strategic negotiations and executive relationships in B2B SaaS and enterprise software.
Responsibilities:
- Build and maintain Optro’s ecosystem partnership strategy from the ground up
- Map the GRC, ERP, financial reporting, and adjacent enterprise software landscape to identify the highest-value partnership targets
- Develop the business case for each priority partnership: the commercial rationale, the integration opportunity, the GTM model, and the long-term strategic value
- Lead commercial negotiations and executing partnership agreements; co-sell arrangements, technology integration agreements, joint GTM commitments
- Maintain 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
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
- Experience in GRC, audit, risk, compliance, ERP, financial reporting, or an adjacent enterprise software category is a meaningful advantage
Benefits:
- Live your best life (LYBL)! $200/mo for anything that enhances your life
- Comprehensive employee health coverage (all locations)
- 401K with match (US) or pension with match (UK)
- Competitive compensation & bonus program
- Flexible Vacation (US exempt & CA) or 25 days (UK)
- Time off for your birthday & volunteering
- Employee resource groups
- Opportunities for team and company-wide get-togethers!
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