Regional Alliance Manager (EMEA)

Optro; Greater London; On-site; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Health insurance

Pension scheme

Bonus program

25 days annual leave

Birthday & volunteering time off

Job summary

Optro, a leading AI-powered GRC platform provider, seeks a Regional Alliance Manager for the EMEA region based in London. You will drive partner recruitment, activation, and pipeline across Big 4, SI partners, resellers and distributors.

You’ll manage regional alliance strategy, enable partners, and coordinate with Global Alliance Directors and the Head of Alliances to expand market share and revenue in the EMEA region. English native and French business-conversational are preferred.

Qualifications

• Minimum 7 years in sales or channel management.
• Proven track record with Big 4, Global System Integrators, resellers, or MSPs.
• Experience building partner ecosystems and GTM strategies.
• Strong networking and business development skills.
• Comfortable in a matrix environment and able to handle ambiguity.
• Familiarity with the Japanese market.
• Native English; French (business) proficiency.

Responsibilities

• Be Regional Face of Alliances for EMEA and drive regional strategy with Global Alliance Directors.
• Achieve quarterly and annual pipeline and revenue targets via partner contributions.
• Recruit, onboard and enable new and existing partners to Optro solutions.
• Develop growth initiatives aligned with partners' regional goals.
• Broker relationships between regional sales team and partners’ practitioners, sales and marketing teams.
• Collaborate with Regional Account Executives on QBRs, joint account mapping and pipeline forecasting.
• Plan and execute marketing activities, webcasts and roadshows to raise brand awareness in EMEA.
• Address regional operational needs to ensure a positive customer experience in EMEA.

Skills

Strategic thinking

Business development

Partner management

Networking

Adaptability

Japan market

English (native)

French (business)

Job description

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 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 is one of the fastest-growing software companies in the world, and we are aggressively increasing our market share throughout the EMEA Region. Our alliance partners are an integral part of that strategy. We are looking for an intelligent, coachable, and driven professional to help guide and shape our regional alliance strategy based in London.

As a Regional Alliance Manager - EMEA, you’ll manage and enable Optro’s most strategic alliance partnerships and ecosystem across EMEA including the Big 4, Advisory firms, Resellers and Distribution. You will be the primary engine driving partner recruitment, activation, pipeline, training and certifications through our partner ecosystem in this key market.

Key Responsibilities

• Regional Face of Alliances: Act as the primary point of contact for the alliance organization in EMEA, driving a clear regional strategy in cooperation with Global Alliance Directors and reporting to the Head of Alliances.
• Pipeline & Revenue Growth: Achieve quarterly and annual pipeline and revenue targets. Drive differentiated growth by encouraging partners to include Optro technology in their clients’ projects.
• Partner Lifecycle Management: Build and shape a solid partner ecosystem by recruiting, onboarding, and enabling new and existing partners.
• Strategic Alignment: Develop a deep understanding of partners’ business strategies and build specific Optro growth initiatives that align with their regional goals.
• Sales Brokerage: Act as the liaison and broker of relationships between the regional Optro sales team and the partners’ practitioners, sales organizations, and marketing teams.
• Territory Strategy: Increase partner-driven sales by collaborating with Regional Account Executives on activities such as Quarterly Business Reviews (QBRs), joint account mapping, and joint pipeline forecasting.
• Collaboration & Marketing: Plan and execute marketing activities, webcasts, and roadshows that generate brand awareness and influence across the EMEA region.
• Operational Liaison: Broker internal discussions regarding regional operational needs (such as language requirements or customer support) to ensure a positive customer experience in EMEA.

Attributes for a Successful Candidate

• Strategic & Technical Proficiency: Ability to think strategically about business and technical challenges while conveying a compelling value proposition to consultants and integrators.
• Experience: At least 7 years of experience in sales or channel management, with a specific track record of success working with the Big 4, Global System Integrators, Resellers, or Managed Service Providers.
• Ecosystem Builder: Proven experience in building partner ecosystems and Go-To-Market strategies from the ground up or within a rapidly scaling environment.
• Influencing Skills: Strong networking and business development skills; able to build consensus across various functional groups and organizational boundaries.
• Adaptability: Effective in a matrix environment, comfortable with ambiguity, and willing to take calculated risks to achieve regional goals.
• Regional Capability: Familiarity with the business landscapes of Japan.
• Language: English (Native), French (Business Conversational) are considered a must

Perks (United Kingdom)

• Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!
• Live your best life (LYBL)! $200/mo (USD) for anything that enhances your life
• Comprehensive employee health coverage
• Pension scheme with company contributions
• Competitive compensation & bonus program
• Generous annual leave of 25 days plus bank holidays
• Time off for your birthday & volunteering
• Employee resource groups
• Opportunities for team and company-wide get-togethers!

*perks may vary based on eligibility/location

Our Company Values

• Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
• Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
• Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
• Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.

Please 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.

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.