Director, Channel & Distribution

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead and ultimately take ownership of the resale and distribution strategy for North America.

• Achieve quarterly and annual goals for partner-sourced pipeline, partner transactions, and partner activations.

• Identify, recruit, onboard, enable, and activate resellers that align with Optro’s Ideal Partner Profile.

• Spearhead and enhance distribution relationships through a two-tier approach.

• Promote SLED resale and distribution utilizing cooperative contract vehicles while recruiting SLED-focused resellers.

• Conduct strategic partner negotiations, structure deals, make margin decisions, and close transactions in collaboration with Optro sales teams.

• Establish rules of engagement for partners/direct sales, deal registration processes, conflict resolution, and co-selling practices.

• Manage regional partner discount and margin structures.

• Collaborate with Partner Ops, RevOps, and Deal Desk to streamline registration, quoting, order flow, renewals, and forecasting.

• Work together on partner marketing initiatives, events, campaigns, and demand generation efforts.

• Facilitate multi-partner initiatives with international and advisory-partner leaders.

• Act as the executive contact for partner organizations and present results and recommendations to Optro leadership.

⛳️ Requirements

• 12+ years of experience in channel and partner sales, including leadership roles on both the vendor and reseller or distributor sides.

• Established, multi-threaded relationships with various North American resellers, including SHI, WWT, Optiv, CDW, Presidio, and GuidePoint.

• Demonstrated success in advancing a partner ecosystem from an early stage to one that generates repeatable, measurable revenue.

• Strong understanding of two-tier distribution, reseller purchasing processes, deal economics, service wrappers, and margin structures.

• Practical knowledge of SLED procurement via resale and distribution, including cooperative contracts, flow-down agreements, and fiscal-year buying trends.

• Basic familiarity with cloud marketplace go-to-market strategies (AWS, Azure, or Google Cloud) and resale/DSOR models.

• Proficient in negotiating complex partner and customer transactions and successfully closing deals.

• Experience in designing channel systems and processes, including deal registration, partner relationship management, and CRM workflows.

• Strong executive presence with the ability to influence and foster consensus.

• Background checks will be required.

• Preferred qualifications: experience with cloud marketplace private offers, federal channel/FedRAMP, security/risk/GRC software, and developing partner programs, tiers, and incentives.

🏝️ Benefits

• $200/month for anything that improves your quality of life.

• Comprehensive health coverage for employees.

• 401(k) plan with company matching contributions.

• Competitive salary and bonus structure.

• Flexible vacation policy for exempt employees / Accrued vacation for non-exempt employees.

• Time off for your birthday and for volunteering activities.

• Access to employee resource groups.

• Opportunities for team and company-wide gatherings.

• Parental leave benefits.

• Equity options.

• Commission opportunities.