Channel Manager

Company Name
Company Website
Location (City)
Job Category
Job Sector
Water Technology
Job Type
Full Time
Degree Requirement
Contact Info Chris Holden

Want to join a company that’s changing the way cities work? Opti, a startup focused on optimizing the use of stormwater infrastructure, is seeking a Channel Manager to join our Sales organization. This position is open to start as soon as possible out of Opti’s headquarters in Boston, MA.
Opti provides a cloud-based platform for Continuous Monitoring and Adaptive Control (CMAC) of distributed stormwater infrastructure, enabling communities and businesses to continuously improve stormwater management by delivering real-time visibility, adaptively controlling assets, and supporting smart city initiatives. With over 150 deployments across the US and over 90 million gallons of storage under active management, Opti is the leading provider of CMAC solutions for stormwater management.
The Channel Manager is responsible for the development and execution of Opti’s channel partner program. The program’s main objective is to increase Opti’s sales revenue and expand Opti’s brand presence in the Stormwater Industry. The Channel Manager will be responsible for the business plan and growth of this program. This person will manage partners with the intent of developing pipeline and market share. They will act as a key resource for supporting partners with identifying key opportunities in target accounts and supporting those partners through the sales process.

Job Duties/Responsibilities: 

Responsibilities of the position include, but are not limited to:

  • Business Planning - Develop and execute a sales strategy and business plan for the channel partner program:
    • The business plan will be used as a roadmap for our Go to Market strategy and program development, including sales goals
    • Define target market segments with partner firms and determine joint-selling and distribution strategies
    • Build relationships with key partner stakeholders to understand their business objectives and ensure mutual success
  • Partner Enablement - The Channel Manager must be able to provide training, on-boarding, partner productivity, market development, and other critical process to enable partners
  • Supporting Marketing Campaigns and Lead Generation Activities - Be actively involved in partner marketing activities:
    • Act as the liaison between partners and Opti’s Marketing team
    • Help coordinate events, communications, and outreach that aligns with Opti target markets
    • Responsible for providing business KPIs and improvement plans
  • Building Mindshare - Focus on maintaining and deepening relationships with Partner accounts to create higher awareness and activity with Opti. Build trust and credibility with all the key partner teams that leads to higher sales and business development. Communicate frequently with partners to gather feedback from end-clients and gain insight into industry trends and regulatory developments
  • Collaboration - Collaborate internally to manage and set  priorities, plan joint roadmaps, and serve as the voice of our partners in internal discussions
  • Developing an in-depth understanding of Opti products and articulate our value proposition to a variety of partners 



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 and a minimum of 3 years in business development. 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
  • Familiarity with CRM/PRM and forecasting systems (Salesforce experience is a plus)
  • 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
  • Ability to effectively communicate with partners and internal stakeholders
  • You are a team player with strong networking and communication skills
  • Ability to work independently with limited direction in a fast-paced environment; must be a dynamic, motivated self-starter
  • Knowledge of civil engineering consulting ecosystem is a plus



Opti offers competitive compensation and an employee-centered benefits package relative to most start-ups, including:

  • Competitive base salary and paid time off
  • Incentive commission structure
  • Bonus opportunity based on individual and company performance against goals
  • Stock options (awarded to full-time employees)
  • Blue Cross Blue Shield PPO/HMO health coverage
  • Delta Dental coverage
  • 401(K) - voluntary contributions


How to Apply: 

Please apply via the following link:

About the Company: 

OptiRTC enables communities and businesses to continuously improve stormwater management by deliering real-time visibility, adaptively controlling assets, and supporting smart city initiatives. 

Contact Email: