Alliances Manager, Optro
Resale
$125-165k
+ Bonus and commission
Governance, risk, and compliance software
Be an early applicant
Governance, risk, and compliance software
501-1000 employees
Be an early applicant
$125-165k
+ Bonus and commission
501-1000 employees
Company mission
To transform the way enterprises manage their audit, risk, and compliance programs.
Role
Who you are
- 3-5 years of sales experience and channel track record of success, working with Resale Partners such as Guidepoint, Optiv, SHI, CDW, and Carahsoft. Preference given to individuals with Cybersecurity VAR or GRC VAR experience
- Experience in State, Local, Education (SLED) sales and how to best utilize partners to drive clean and efficient deals for Optro
- Experience in InfoSec, positioning to CISOs, or other relevant GRC or third-party risk technologies is helpful
- Have a full working knowledge of the buying processes required by resellers, deal economics, and margin calculations
- SaaS experience is a must vs solely working with resellers in a hardware or on-premise deployment capacity
- Must be able to communicate with Optro sales leaders effectively and show urgency in helping deals progress in their pipeline when your partners are involved
- Strong networking, business development, and influencing skills that translate into building commitment and driving actions across organizational boundaries
- Experienced at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals
- Effective in a matrix environment, comfortable with environments lacking full definition, and willing to take calculated risks
What the job involves
- Optro’s Alliance/Partner organization has grown tremendously over the last 18 months
- We are searching for a manager to respond to increased demand and momentum from resellers working with commercial and SLED accounts
- The perfect individual is entrepreneurially-minded, coachable, hard-working, and full of grit to help guide us into this new go-to-market approach
- You'll be accelerating the pipeline and net new sales via resellers in a co-sell model where you are the key stakeholder in orchestrating the enablement of our sales team around best practices in operating with resellers
- In addition, you will be assigned a small number of regional or technology partners in the advisory or consulting space
- Manage all resale workflows including pass-through transactions, partner sourced (deal registered), deals where we bring partners into the transaction, etc
- Act as SME for our sales team on how to communicate and work with resale partners on transactions
- Drive momentum and achieve quarterly and annual revenue, pipeline, and/or partner acquisition targets through enabling current partners in partnership with our Alliance SEs and Partner Sales Managers
- Create Joint business plans with partners and aggressively execute against mutual goals
- Develop a deep understanding of partners’ business strategy and build specific Optro growth initiatives that align with partners’ business strategy
- Where appropriate, coordinate efforts between our Partner Services leader and our Value Add Resellers to build service offerings around the Optro software software
- Orchestrate marketing and demand generation events with partners and our Partner Marketing team
- Serve as a primary Optro point of contact for the executives at your assigned partner organizations
- Support Optro sales activities webcasts, roadshows, and contract negotiations
Our take
Optro provides risk and compliance software for large businesses. The company's founders spent years working at the Big Four and other global enterprises, and realised that many audit activities were still taking place in Excel sheets, or using legacy software like IBM's OpenPages, which hadn't kept up to date with the latest reporting requirements.
The result was an end-to-end platform for managing risk, helping enterprises to streamline internal audit, SOX compliance, controls management, risk management, and security compliance. It's a top-rated cloud-based platform and has won numerous awards, with the company being consistently named the market leader in Audit Management.
The company's current client list of 2000+ includes Boeing, Activision, and Priceline, and nearly half of the Fortune 500. It continues to experience rapid customer growth, with revenues exceeding $100 million and a 60% annual growth rate. The company has been ranked as one of the fastest-growing tech companies in North America for the last three years in a row, and was acquired by private equity firm Hg in 2024 for a reported $3 billion.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
36% employee growth in 12 months
Company
Funding (2 rounds)
Aug 2018
$40m
SERIES B
Apr 2017
$3.6m
SERIES A
Total funding: $43.6m
Company benefits
- Vision and dental insurance
- 8-16 weeks paid parental leave
- Company equity
- Work from home opportunities
- Health insurance
Company HQ
Cerritos, CA
Leadership
Daniel Kim
(Co-Founder & Senior Advisor)Co-founded AuditBoard in 2014, and served as co-CEO until July 2020. Former Global Director of Internal Audit at Quiksilver and Executive Director, Corporate Audit and Compliance at International Rectifier.
Jay Lee
(Co-Founder, Co-Chair of the Board & Senior Advisor)Co-founded AuditBoard in 2014, and served as co-CEO until July 2020. Former VP of CounterPoint, and was SVP & CFO at Tomich Brothers Seafood.
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