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Channel Partner Manager

Boston, MA

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Want to join a company that’s changing the way cities work? Opti, a startup focused on continuous monitoring and adaptive control (CMAC) of stormwater infrastructure, is seeking a Channel Partner Manager to foster our community of partner organizations. Reporting to the Head of Sales, this position is open to start as soon as possible in Boston, MA.

At Opti, we build and deliver solutions to help communities achieve improved environmental outcomes. Our technology automatically controls the timing and rate of flow through stormwater storage systems, helping cities and businesses improve water quality, prevent localized flooding, and mitigate combined sewer overflows at reduced costs and less risk than existing alternatives. As the leading provider of CMAC solutions, Opti has installations in over 20 states across the US and is set to double in size in the next year.

In this role, you’ll have the opportunity to drive market adoption of our solutions through our channel partners, and contribute directly to our growth and vision of efficient cities and safer, cleaner water.


The Channel Partner Manager will be responsible for developing and executing partnership strategies with a variety of companies across the industry. This includes implementing a comprehensive channel management program that aligns with corporate and sales objectives. Specific responsibilities include:

  • Defining target market segments with partner firms and determining joint-selling and distribution strategies
  • Identifying opportunities for collaboration and leading all aspects of deal execution
  • Building relationships with key partner stakeholders to understand their business objectives and ensure mutual success
  • Developing an in-depth understanding of Opti products and articulating our value proposition to a variety of partners  
  • Establishing a plan for overall channel growth including the recruitment, onboarding, and certification of new partners   
  • Communicating frequently with partners to gather feedback from mutual end-clients and  gain insight into industry trends and regulatory developments
  • Collaborating with internal teams to define priorities, plan joint roadmaps, and serve as the voice of our partners in internal discussions
  • Working closely with Marketing to develop joint positioning and messaging collateral, and create comprehensive channel marketing programs that educate and build awareness for Opti product offerings
  • Supporting internal operations in establishing service requirements and standardized contracts


Preferred candidates will hold at least a bachelor’s degree in Engineering or a closely related discipline with at least 7 years of progressive experience in sales and partner relationship management. A background in water resources and/or civil engineering is preferred. Specific requirements include the following:

  • Proven experience in forming, growing, and expanding channel partnerships in a technology environment
  • Knowledge of civil engineering consulting ecosystem is a plus
  • Familiarity with CRM/PRM and forecasting systems
  • Strong negotiation skills
  • Excellent communication skills – oral, written & presentation
  • Ability to thrive in a team selling environment
  • Ability to be flexible and adapt to changing situations at a high growth company

Benefits Summary

Opti offers competitive compensation and an employee-centered benefits package, including:

  • Competitive base salary
  • Stock options
  • Blue Cross Blue Shield PPO/HMO health coverage
  • Delta Dental coverage
  • FSA, Dependent Care, and Qualified Parking and Transportation Accounts (IRS eligible)
  • 401(K)
  • Paid parental leave policy

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