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Director, Partner Solutions



This job is no longer accepting applications

See open jobs at Optoro.
Washington, DC, USA
Posted on Saturday, February 10, 2024

About Optoro:

Optoro is a fast-growing SaaS company headquartered in the heart of Washington, D.C. We are on a mission to revolutionize the retail industry by making every return simple and efficient through great technology, so that shopping can be easy and sustainable for everyone.

Our returns management system (RMS) is a cloud-based platform that spans the entire returns lifecycle — from initiation, return options, to processing, to restock, and ultimately resale. Our technology helps brands and third-party logistics (3PL) providers optimize and enhance one of the biggest headaches in retail…returns.

Our people are our greatest asset. We bring bold creativity and passion to maximize results, leverage our expertise and data insights to drive our decision-making, and work collaboratively with respect, integrity, and a growth mindset. Whether working with a team of colleagues or with clients, we foster a culture that celebrates our successes and learns from challenges, while having fun along the way.

About The Team:

The Partner Solutions team plays a key role in communicating and demonstrating Optoro’s returns platform in the pre-sales process, and provides retail supply chain thought leadership within the Client Development team. This team is an integral part of our enterprise software sales process, driving deep discovery into prospective clients’ current returns management processes, uncovering improvement opportunities, and constructing winning proposals, resulting in multi-year contracts with new clients. The Partner Solutions team collaborates cross-functionally develop and deliver strategies and solutions that fuel Opotoro’s and our partners’ growth and success.

The Partnerships team is responsible for identifying, initializing, and nurturing relationships with best-in-class product and services organizations to enable sales growth and enhance the total solution Optoro brings to market. This team drives the strategy for Optoro's partner ecosystem - forming a vision for how to work with different market players and articulating and delivering a “better together” story that benefits Optoro and partner organizations.

Role Responsibilities:

Partner Strategy & Growth

  • Develop and implement a comprehensive partnership strategy, leveraging the channel ecosystem to grow new and existing business, including 3PLs, Systems Integrators, Tech Alliance Partners, and Express Returns ("XR") Partners.
  • Curate and manage a strategic partner pipeline.
  • Source sales opportunities, across the partner ecosystem, that will be managed by the direct sales team.
  • Influence the broader company to deliver value to our partners at scale and grow joint business through go-to-market initiatives by creating repeatable partner marketing content and strategy (sales materials, playbooks and processes, and co-selling.).
  • Use data-driven insights to optimize partnership programs and improve overall performance.
  • "Solutioning" opportunities where we can tell a 'better together' with our partners' services/solutions integrated with Optoro's.
  • Represent Optoro with partners externally, and be an active voice for Optoro in the retail and e-commerce returns industry.
  • Drive initiatives that enhance our market positioning, drive revenue growth, and maximize partner ecosystem engagement, including, but not limited to co-marketing initiatives, webinars, local market events, etc.
  • Define and track key performance indicators (KPIs) for partnerships, regularly reporting on the success and impact of partnership initiatives.
  • Drive internal prioritization across Analytics, Business Development, Operations, Product, and Engineering teams to meet partner requirements.

Launch & Implementation

  • Launch new partner programs that deliver value-driven partner experiences, expand Optoro’s partner ecosystem, and increase overall output of our partner network.
  • Support internal and partner teams through technical integration processes.

Contracts and Negotiation

  • Build and negotiate partnership contracts which included referral, co-marketing, and revenue sharing agreements.
  • Own contract renewal negotiations.
  • Collaborate with partners on announcement and launch strategy.

Relationship Management

  • Act as a trusted thought leader to partners and create aligned account plans.
  • Provide thought leadership, strategic insight, and clear communication to team and company on various partnership initiatives.
  • Identify opportunities for partners to act as Optoro advocates (e.g. testimonials, case studies).

Measurements of Success:

  • Objective: Build pipeline
    • Key Result: Qualified opportunity revenue
  • Objective: Help progress deals through pipeline
    • Key Result: Booked and actual revenue
  • Objective: Drive revenue from partners who pay Optoro for improving the efficiency or scale of their offering
    • Key Result: Booked and actual revenue
  • Objective: Drive revenue from customers for Optoro offerings that partners enable
    • Key Result: Booked and actual revenue


  • 10+ years experience in leading strategic partnerships, building channel sales programs, and orchestrating GTM motions
  • Proven ability to build and maintain relationships with C-Suite executives, with strong negotiation and problem-solving skills
  • Strategic thinker with the ability to translate business goals into actionable partnership strategies.
  • Strong understanding of revenue metrics, sales processes, and customer lifecycle management
  • Proficiency with CRM, sales enablement tools, and data analysis and reporting tools
  • Excellent leadership, communication, negotiation, and customer service skills
  • Great strategic planning, organizational and creative-thinking skills
  • Strong quantitative, analytical, and conflict-resolution skills
  • Effective communication and stakeholder management capabilities
  • Dynamic presentation skills and proven success in developing compelling decks
  • Ability to travel up to 25% of the time

Preferred Qualifications:

  • Master's degree in a business-related field
  • Previous experience selling e-commerce, supply chain, or retail software


  • Competitive base salary, benefits and equity plans
  • Flexible paid time off
  • Volunteer paid time off
  • Summer Fridays
  • Health, dental, vision, and life insurance
  • Mental health and wellness benefits
  • 401k match
  • Sabbatical at 5 and 10 year anniversary
  • Outside learning opportunities for career development
  • Opportunity to work with people who are passionate about what they do and also like to have fun

Optoro is an equal opportunity employer.

This job is no longer accepting applications

See open jobs at Optoro.