Director, Channel & Distribution

🕒 Outubro 27

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $156.000 - $234.000 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

👻 Score fantasma 0%

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Optro

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2014

☁️ SaaS

📋 Conformidade

🤖 Inteligência Artificial

SaaS • Compliance • Artificial Intelligence

A Optro é uma empresa de software corporativo (anteriormente conhecida como AuditBoard) que oferece uma plataforma de Governança, Risco e Conformidade (GRC) impulsionada por inteligência artificial para grandes organizações. Seu sistema baseado em nuvem conecta auditorias, controles, avaliações de risco, risco de terceiros e estruturas de conformidade em um modelo operacional unificado que monitora continuamente evidências, identifica falhas de controle e automatiza fluxos de trabalho de garantia. A Optro tem como alvo empresas e organizações regulamentadas que buscam ampliar programas de risco, melhorar a visibilidade e conformidade, e aproveitar a IA treinada em domínios para passar de uma supervisão reativa para um gerenciamento de risco proativo.

Descrição

• 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 • Drive SLED resale and distribution through cooperative contract vehicles and recruit SLED-focused resellers • Lead strategic partner negotiations, deal structuring, margin decisions, and transaction closing alongside Optro sales teams • Establish partner/direct-sales rules of engagement, 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 • Collaborate on partner marketing programs, events, campaigns, and demand generation • Coordinate multi-partner motions with international and advisory-partner leaders • Serve as executive contact for partner organizations and report results and recommendations to Optro leadership

🎯 Requisitos

• 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 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 • Strong executive presence and ability to influence and build consensus • Background checks required • Nice to have: cloud marketplace private offers, federal channel/FedRAMP experience, security/risk/GRC software experience, and experience building partner programs, tiers, and incentives

🏖️ Benefícios

• $200/mo for anything that enhances your life • 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

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