{"id":2942754,"url":"https://alion.io/job/optro-director-channel-distribution","title":"Director, Channel & Distribution","company":{"id":4295,"name":"Optro","domain":"optro.ai","url":"https://alion.io/company/optro","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":null},"role":"Leadership","role_family":"Leadership","seniority":"head","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":156000,"max":234000,"currency":"USD","period":"year","gross":null,"usd_annual":234000},"salary_estimate":null,"experience_years_min":12,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AWS","optional":false},{"name":"Azure","optional":false},{"name":"FedRAMP","optional":false},{"name":"GCP","optional":false}],"status":"live","first_seen_at":"2026-10-20T15:35:43Z","employer_posted_date":"2026-10-20","last_verified_at":"2026-10-24T01:06:19Z","board_verified":true,"closed_at":null,"days_open":3,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":3},"description":"Who We Are\nHaving 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 and Gartner Peer Insights.\nAt 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!\nWhy This Role is Exciting\nOptro 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.\nAs 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.\nKey Responsibilities\nDrive 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.\n\nTurn 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.\n\nLead and accelerate Optro's distribution relationships via a two tier motion and ensure accountability through joint business plans, executive sponsorship, and QBRs.\n\nDrive 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.\n\nRoll up your sleeves on strategic deals: partner negotiations, deal structuring, margin decisions, and closing transactions alongside Optro sales teams.\n\nEstablish rules of engagement between partners and Optro direct sales, including deal registration, conflict resolution, and co-selling best practices.\n\nOwn partner economics for the region, including discount and margin structures\n\nPartner with Partner Ops, RevOps, and Deal Desk to scale the systems and processes that accelerate the channel (e.g. registration, quoting, order flow, renewals, and forecasting)\n\nCollaborate with Partner marketing leader to deploy budget towards partner marketing programs, events, campaigns, and demand generation\n\nCoordinate with International and advisory-partner leaders on multi-partner motions.\n\nServe as the executive point of contact for leadership at partner organizations, and report results and recommendations to Optro leadership.\n\nAttributes for a Successful Candidate\n12+ years of channel and partner sales experience, including leadership roles on both the vendor side and the reseller or distributor side.\n\nEstablished, multi-threaded relationships across multiple North American resellers, such as SHI, WWT, Optiv, CDW, Presidio, and GuidePoint vs. dependence on a single partner.\n\nProven track record taking a partner ecosystem from early stage to repeatable, measurable revenue.\n\nCommand of two-tier distribution, reseller buying processes, deal economics, services wrappers, and margin structures.\n\nWorking knowledge of SLED procurement gained through resale and distribution, including cooperative contracts, flow-down agreements, and fiscal-year buying patterns.\n\nBase familiarity with cloud marketplace go-to-market (AWS, Azure, or Google Cloud) and how it intersects with resale/DSOR models\n\nA closer: comfortable negotiating complex partner and customer transactions and getting deals across the line.\n\nExperience helping design channel systems and processes (deal registration, partner relationship management, CRM workflows) in partnership with operations teams.\n\nThrives in ambiguity and finds ways to win without a full playbook, taking calculated risks.\n\nStrong executive presence, with the ability to influence and build consensus internally and externally.\n\nPreferred\nExperience transacting through cloud marketplaces via private offers or channel-partner private offers\n\nFederal channel experience, including FedRAMP-related motions\n\nChannel experience in security, risk, or GRC software\n\nExperience building partner programs, tiers, and incentives from the ground up\n\nCompensation\nFor this role, the target salary range is $156K - $234K\nAt Optro, we provide a fair and competitive salary based on a variety of factors, including:\nThe scope and responsibilities of the role\n\nYour relevant skills, experience, and certifications\n\nWhere you are physically located (based on our regional tier system)\n\nNote on Internal Ranges: While the range above reflects our current budget for this hire, Optro maintains broader internal salary grades to allow for future career growth and merit-based increases within the role over time.\nPerks (United States)\nLaunch a career at one of the fastest-growing SaaS companies in North America and EMEA!\n\nLive your best life (LYBL)! $200/mo for anything that enhances your life\n\nComprehensive employee health coverage\n\n401(k) with company match\n\nCompetitive compensation & bonus program\n\nFlexible vacation (exempt) / Accrued vacation (non-exempt)\n\nTime off for your birthday & volunteering\n\nEmployee resource groups\n\nOpportunities for team and company-wide get-togethers!\n\nParental Leave\n\n*perks may vary based on eligibility/location\nOur Company Values\nCustomer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.\n\nGritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.\n\nDrive innovation: Create the future. Continuously improve what exists and invent what’s next.\n\nWin, together: One team. No silos, no egos. Drive to be the best and support each other’s success.\n\nGrowth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.\n\nPlease note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment 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.\nWe 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.\n#LI-Remote","description_format":"text","description_chars":7482,"description_truncated":false,"requirements":{"experience_years_min":12,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Parental leave"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Security Compliance"],"lifecycle":[{"event":"open","at":"2026-10-20T17:50:22Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 2","filings_12m":2,"filings_prev_12m":0,"green_card_filings_12m":0,"median_offered_wage_usd":142500,"route":null,"cap_exempt":false,"checked_at":"2026-10-15T11:24:14+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":2,"expected_fill_days":19,"reasons":["conf:3","win:early"],"computed_at":"2026-10-23T05:54:15Z"},"pay":{"stated_usd_annual":234000,"is_top_pay":false},"html_url":"https://alion.io/job/optro-director-channel-distribution","json_url":"https://alion.io/job/optro-director-channel-distribution.json","meta":{"generated_at":"2026-10-24T01:43:44Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":2819,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-25T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":4295},"rest":"https://alion.io/mcp/rest/get_company?id=4295"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Foptro-director-channel-distribution"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Foptro-director-channel-distribution"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Foptro-director-channel-distribution"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/optro-director-channel-distribution\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Foptro-director-channel-distribution"}]}