Director, Channel & Distribution - NA Growth Engine

Optro; United States; On-site; USD 156,000 - 234,000; Full time

Job summary

Optro is seeking a Director, Channel & Distribution to lead the North America resale and distribution strategy, building a repeatable engine for sourcing and transacting with partners. You will recruit, enable, and manage resellers, drive revenue, and shape the systems that scale the channel.

The role requires deep experience in multi-partner ecosystems, strong negotiation skills, and the ability to operate in a fast-growing GRC platform environment.

Qualifications

• 12+ years of channel and partner sales experience.
• Established 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 revenue.
• Knowledge of two-tier distribution, reseller buying processes, deal economics, services wrappers, and margin structures.
• Familiarity with SLED procurement through resale and distribution, including cooperative contracts.
• Base familiarity with cloud go-to-market and how it intersects with resale/DSOR models.
• A closer: able to negotiate complex partner and customer transactions and close deals.

Responsibilities

• Drive and own the North America resale and distribution strategy, delivering quarterly and annual targets for partner-sourced pipeline and bookings.
• Recruit, onboard, enable, and activate resellers aligned to Optro's Partner Profile.
• Lead and accelerate distribution relationships via a two-tier motion with joint business plans and QBRs.
• Drive SLED resale through partners leveraging cooperative contracts and recruit SLED-focused resellers.
• Lead strategic deals with partner negotiations, deal structuring, margins, and closing alongside sales teams.
• Establish rules of engagement between partners and Optro direct sales, including deal registration and co-selling.
• Own partner economics for the region, including discount and margin structures.
• Collaborate with Partner Ops, RevOps, and Deal Desk to scale systems (registration, quoting, order flow, renewals, forecasting).
• Coordinate with marketing to deploy partner marketing programs and demand generation.
• Coordinate with international and advisory-partner leaders on multi-partner motions.
• Serve as executive point of contact for partner organizations and report results to Optro leadership.

Skills

Channel sales

Partner relationships

Two-tier distribution

Negotiation

Executive presence

Revenue growth

Strategic planning

Job description

Optro is seeking a Director, Channel & Distribution to lead the North America resale and distribution strategy, building a repeatable engine for sourcing and transacting with partners. You will recruit, enable, and manage resellers, drive revenue, and shape the systems that scale the channel.

The role requires deep experience in multi-partner ecosystems, strong negotiation skills, and the ability to operate in a fast-growing GRC platform environment.