Director, Channel & Distribution

🔥 16 hours ago

🇺🇸 United States – Remote

💵 $156k - $234k / year

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 0%

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Optro

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2014

☁️ SaaS

📋 Compliance

🤖 Artificial Intelligence

SaaS • Compliance • Artificial Intelligence

Optro is an enterprise software company (formerly AuditBoard) that provides an AI-powered Governance, Risk, and Compliance (GRC) platform for large organizations. Its cloud-based system connects audits, controls, risk assessments, third-party risk, and compliance frameworks into a unified operational model that continuously monitors evidence, surfaces control failures, and automates assurance workflows. Optro targets enterprises and regulated organizations seeking to scale risk programs, improve visibility and compliance, and leverage domain-trained AI to move from reactive oversight to proactive risk management.

📋 Description

• 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