Channel Partnership Manager

Are you an experienced channel partnership leader ready to grow revenue for an award-winning EdTech company?

Otus was designed by educators to simplify the way schools manage data, assessments, and instruction. They empower teachers, administrators, and families with the tools and insights they need to support every student’s success—all in one place. Named an Inc. Best Workplace two years in a row, Otus aims to ensure that every educator and district leader has the insights they need to make a difference in students’ lives.

Otus seeks a Channel Partnership Manager to grow their pipeline through resellers, Access Consultants, and strategic partners. This is a high-influence individual contributor role with no direct reports. You succeed by making partners and RSMs more productive, not by closing deals yourself.

You will own Otus' channel program end to end: setting strategy, designing and negotiating partner deal structures, recruiting and enabling partners, and handing mature relationships to RSMs to lead in their territories.

What you'll do

Architect partner deals. Design, model, and negotiate reseller, referral, and revenue-share structures yourself, including margins, territories, incentives, and performance terms.

Lead the reseller network. Run point on current resellers. Hold them to shared goals, improve profitability on both sides, and make Otus their first-choice partner.

Recruit new partners nationwide. Hunt for new resellers, strategic partners, and door-openers, and revive dormant partnerships with real upside.

Build the Access Consultant program. Identify, vet, onboard, and develop independent door-openers, and run the program as one coordinated company-wide initiative.

Enable RSMs. Introduce RSMs to partners in their territories, coach them to own those relationships, and help them build regional pipeline.

Work across teams. Partner with revenue pods, Marketing, and BDRs to improve how channel opportunities are generated and converted.

How success is measured

While this is not a quota-carrying sales role, success is directly tied to sales results and the performance of their partner network. Key measures include:

Channel-sourced qualified pipeline and channel-influenced ARR

Closed-won sales and new ARR generated through partner relationships

Number and productivity of active resellers and Access Consultants

New district and market introductions that convert into qualified opportunities and customer wins

RSM adoption of partner programs and effectiveness in turning regional partner relationships into sales results

What you bring

Proven track record building and managing indirect sales channels, reseller networks, or partner ecosystems for software in the teaching and learning space

Hands-on experience architecting and negotiating partner deal structures, from economics to contract terms

Experience building a program largely from scratch and scaling it across a company

Ability to influence, coach, and hold partners and RSMs accountable without formal authority; a natural relationship-builder and hunter

Education, ed-tech, or other B2B/enterprise background strongly preferred

K-12 ed-tech or education sales and partnerships experience is a strong plus

Frequent travel to partners and Access Consultants, plus key industry events such as ISTE, FETC, ASCD, ASU+GSV, and ERDI

Established in 2012, Otus was designed by educators to simplify the way schools manage data, assessments, and instruction. They empower teachers, administrators, and families with the tools and insights they need to support every student’s success—all in one place. Their mission is to provide the tools and data that educators, students, and families need to monitor and improve performance.

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The Renaissance Network (TRN) is an equal opportunity employer. TRN complies with all applicable federal, state, and local laws regarding recruitment and hiring. All qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, citizenship status, disability, protected veteran status, or any other category protected by applicable federal, state or local laws.