Director, Channel & Distribution

The role

The Director, Channel & Distribution will lead a resale and distribution team to build a repeatable engine for sourcing and transacting business. This individual will set and maintain program strategy, drive revenue, and shape systems to bring the GRC Intelligence platform to more customers.

What you will do

• Drive 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 the Ideal Partner Profile.
• Lead and accelerate distribution relationships via a two tier motion.
• Drive SLED resale and distribution through partners using cooperative contract vehicles.
• Negotiate partner deals, structure deals, and make margin decisions.
• Establish rules of engagement between partners and direct sales.
• Own partner economics for the region including discount and margin structures.
• Partner with Partner Ops, RevOps, and Deal Desk to scale channel systems.
• Collaborate with Partner marketing leader to deploy budget towards programs and demand generation.

Required qualifications

• 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 gained 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 how it intersects with resale/DSOR models.
• Comfortable negotiating complex partner and customer transactions.
• Experience helping design channel systems and processes in partnership with operations teams.
• Ability to influence and build consensus internally and externally.

Nice to have

• Experience transacting through cloud marketplaces via private offers or channel-partner private offers
• Federal channel experience, including FedRAMP-related motions
• Channel experience in security, risk, or GRC software
• Experience building partner programs, tiers, and incentives from the ground up

Benefits

• Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!
• $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

Before you apply

• Background checks are required for this role.

About the company

Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. It is one of the 500 fastest-growing tech companies in North America.