Strategic Technology Partnerships Director

Role Overview

• Build and maintain Optro’s ecosystem partnership strategy from the ground up
• Map the GRC, ERP, financial reporting, and adjacent enterprise software landscape to identify the highest-value partnership targets
• Develop the business case for each priority partnership: the commercial rationale, the integration opportunity, the GTM model, and the long-term strategic value
• Lead commercial negotiations and executing partnership agreements; co-sell arrangements, technology integration agreements, joint GTM commitments
• Maintain a living partner landscape map that informs the LRP, the M&A thesis, and the CEO’s strategic narrative
• Design and run co-sell programs with partner sales teams, including joint pipeline development, deal registration, and field enablement
• Coordinate with Optro’s Marketing and Sales teams on joint campaigns, integration go-to-market, and partner-sourced demand generation
• Build the internal case for each partner’s channel value; partner-sourced pipeline should show up in the GTM numbers and be attributable
• Work with Product and Engineering on integration prioritization, ensuring the technical integration roadmap aligns with the commercial partnership strategy
• Own executive relationships at partner companies at the VP+ level, not just with their partner programs or technical teams
• Maintain a regular cadence of strategic dialogue with each priority partner: joint roadmap alignment, product vision sharing, market positioning conversations
• Monitor each partnership for signals of deepening strategic interest; acquisition intent, category expansion, competitive positioning shifts and route those signals to the CEO, Corp Dev, and CGO.
• Serve as the connective tissue between Optro’s partnership activity and the company’s M&A strategy: the relationships you build are the pipeline from which strategic transactions emerge

Requirements

• 7+ years in strategic partnerships, business development, or corp dev in B2B SaaS or enterprise software with a track record of building from scratch, not inheriting a mature program
• Experience structuring complex, multi-party commercial agreements co-sell arrangements, technology integration agreements, joint GTM commitments
• Demonstrated ability to build and manage executive relationships at the VP and C-suite level at large enterprise software companies
• Strong commercial instincts: you can run a negotiation, read a room, and close an agreement without hand-holding
• Experience in GRC, audit, risk, compliance, ERP, financial reporting, or an adjacent enterprise software category is a meaningful advantage

Tech Stack

• ERP

Benefits

• Live your best life (LYBL)! $200/mo for anything that enhances your life
• Comprehensive employee health coverage (all locations)
• 401K with match (US) or pension with match (UK)
• Competitive compensation & bonus program
• Flexible Vacation (US exempt & CA) or 25 days (UK)
• Time off for your birthday & volunteering
• Employee resource groups
• Opportunities for team and company-wide get-togethers!