Director, Channel & Distribution

The posting, as Optro wrote it

Who We Are

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com http://G2.com and Gartner Peer Insights.

At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

Why This Role is Exciting

Optro has crossed $340M in revenue as a leading GRC and connected risk platform, and our partner ecosystem is the next major lever for growth. We are looking for a strategic, hands-on channel leader to take a budding North American ecosystem and turn it into a repeatable engine for sourcing and transacting business.

As Director, Channel & Distribution, this individual will lead a resale and distribution team, building on the launch of the Optro Partner Connect Program and new strategic resale and distribution partnerships. This is a builder's role, ideal for a candidate with a mix of strategic and execution acumen to set, maintain, and be accountable to the program strategy, drive revenue, and help shape the systems and processes that enable channel scale by bringing Optro's GRC Intelligence platform to more customers.

Key Responsibilities

• Drive and eventually own the North America resale and distribution strategy, and deliver quarterly and annual targets for partner-sourced pipeline, partner-transacted bookings, and partner activations.
• Turn an early-stage partner base into a repeatable sourcing and transaction engine by identifying, recruiting, onboarding, enabling, and activating the resellers most aligned to Optro's Ideal Partner Profile.
• Lead and accelerate Optro's distribution relationships via a two tier motion and ensure accountability through joint business plans, executive sponsorship, and QBRs.
• Drive SLED resale and distribution through partners leveraging cooperative contract vehicles (NASPO ValuePoint, OMNIA Partners, Sourcewell, Texas DIR), and recruit SLED-focused resellers to drive sourced opportunities.
• Roll up your sleeves on strategic deals: partner negotiations, deal structuring, margin decisions, and closing transactions alongside Optro sales teams.
• Establish rules of engagement between partners and Optro direct sales, including deal registration, conflict resolution, and co-selling best practices.
• Own partner economic

[…]
nd support each other’s success.

• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.

We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.

Privacy Notice for Candidates
When you apply for a role at Optro, we collect and process personal data including your contact details, resume, work history, and application responses to evaluate your candidacy. For full details on how we collect, use, and protect your data — including your rights under GDPR, UK GDPR, and US state privacy laws and other applicable data protection laws — please review our Candidate Privacy Notice http://optro.ai/candidate-privacy-notice.

• Use of AI in Recruitment: Optro may use artificial intelligence and machine learning technologies to assist in the screening and evaluation of applications, including resume parsing and candidate matching. These tools do not make final hiring decisions — all assessments are reviewed by our human recruitment team. You may opt out of AI-assisted screening at any time without impact to your candidacy by contacting privacy@optro.ai.
• Interview Recording: Optro may use recording and transcription technology during interviews. You will be notified before any recording begins and may opt out at any time without affecting your candidacy.
• Background Checks: Background checks are required for this role. Qualified applicants with arrest or conviction records will be considered in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

Optro does not sell candidate personal data.

Questions? Contact Optro's Privacy Team at privacy@optro.ai.

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