Director, Channel & Distribution

Optro

. Drive and eventually own the North America resale and distribution strategy .

Posted 10/27/2026full-timeRemote • United StatesLead💰 $156,000 - $234,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in channel and partner sales, with a strong focus on driving revenue through strategic partnerships and effective distribution strategies. Proven ability to negotiate complex transactions and establish robust partner ecosystems.

Highest-signal resume keywords

Channel And Partner Sales ExperienceTwo-Tier Distribution KnowledgeSLED Procurement FamiliarityNegotiation And Closing SkillsPartner Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner Ecosystem DevelopmentDeal StructuringMargin Decision MakingTransaction ClosingDeal Registration SystemsCRM Workflow DesignRevenue ForecastingCooperative Contract VehiclesReseller Buying ProcessesCloud Marketplace Familiarity

Soft Skills

Executive PresenceInfluencing SkillsConsensus Building

Industry Keywords

SLEDResaleDistributionPartner ActivationPartner Marketing ProgramsFiscal-Year Buying PatternsCloud MarketplaceFederal ChannelFedRAMPSecurity/Risk/GRC Software

Tech Stack

Tools & technologies

AWSAzureCloud

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

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

Benefits

Comp & perks

$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