Alliances Manager, Optro
Resale
$125-165k
+ Bonus and commission
AI-powered GRC software
Be an early applicant
AI-powered GRC software
201-500 employees
Be an early applicant
$125-165k
+ Bonus and commission
201-500 employees
Company mission
To redefine GRC through a single, AI-powered system of action.
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 (formerly AuditBoard) provides risk and compliance software for large businesses. The company's founders spent years working at the Big Four and other global enterprises, and realized 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.
Now Optro is focused on expanding its AI-powered GRC platform. Following its rebrand from AuditBoard, the company acquired AI-native SOX automation platform Midship to help audit teams automate repetitive work and focus more on strategic risk analysis. And impressively, more than 50% of the Fortune 500 now use Optro's platform as it continues building AI-driven tools for risk, compliance, and cybersecurity teams.
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
- Health and wellness benefits: High quality health plans and access to hormonal and family-building support.
- Time away from work: Generous paid time off including vacation, holidays, sick time, bereavement, and more.
- Financial benefits: Beyond a competitive salary, plans are provided to assist in your financial future including retirement and pension plans as well as life and disability insurance.
- Parental leave: Parents are eligible for time off to care for their newborn, adopted child, or foster child. Parental leave benefits and pay vary by location.
- Professional development: Continuously grow through development workshops, mentoring programs, and more.
- Community impact: We partner with communities to provide services in addition to sponsoring our own events.
- Live your best life: Invest in yourself, on us. Our monthly wellness stipend is designed to support your life beyond the screen, giving you the flexibility to fuel your passions and your well-being.
- Mental health: Access to Headspace’s well known meditation support plus coaching and therapy, for you and additional loved ones.
Company HQ
Wilmington, DE
Leadership
Raul Villar Jr.
(CEO)Prior to joining Optro in 2025, Raul was the CEO of Paycor for nearly 6 years. They also spent over 8 years at AdvancedMD and nearly 22 years at ADP.
Jim Sperduto
(CGO)Prior to joining Optro in 2025, Jim spent over 30 years at ADP. While there, they held a number of roles, including President of Small Business, Retirement, and Insurance Services.
Haibei (Happy) Wang
(Chief Product & Technology Officer)Prior to joining Optro in 2023, Haibei was the CTO at Everbridge and Skupos. They also held VP roles at Globality, AccelOps and Scripps Network Interactive.
April Crichlow
(CMO)April spent over 17 years at SAP, ultimately as CMO at SAP SuccessFactors. They then spent 3 years at Centrical as CMO before joining Optro in 2025.
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