Director of Channel Strategy

Job Summary

Driving the North America resale and distribution strategy, the full-time Director of Channel Strategy will lead a team to build partnerships, achieve revenue targets, and enhance systems for channel scalability in a remote setting.

Key Responsibilities

• Own and execute the North America resale and distribution strategy, meeting partner-sourced pipeline and bookings targets
• Develop and activate a partner ecosystem by recruiting and onboarding resellers aligned with Optro's Ideal Partner Profile
• Manage strategic deals and partner negotiations, ensuring effective collaboration with sales teams and accountability through joint business plans

Required Qualifications

• 12+ years of channel and partner sales experience, including leadership roles on both vendor and reseller/distributor sides
• Established relationships with multiple North American resellers
• Proven success in developing a partner ecosystem into a repeatable revenue model
• Familiarity with SLED procurement processes and cooperative contracts
• Experience in designing channel systems and processes in collaboration with operations teams