Partnerships Sales Manager

About Optibus:

Optibus is a unified software platform revolutionizing public transportation planning, scheduling, and operations in over 7,000 cities worldwide. Using AI, ML, and optimization algorithms, it empowers agencies to design more efficient, equitable, and sustainable transit networks, enhancing passenger access, reducing emissions, and improving driver conditions. With offices globally and a team of 350+ employees, Optibus fosters a collaborative culture centered on innovation, determination, and impact. As the first unicorn in public transportation technology, Optibus is driving the modernization of mass transit to make it the preferred choice for cities and passengers alike.

About the position: 

We are looking for an experienced Partnerships Sales Manager to lead our Partnerships efforts and drive strategic growth through channel alliances. Reporting to the Global VP of Partnerships and based in Austin, Texas, this person will develop and execute a regional partnership strategy, ensuring alignment with company objectives while overseeing a channel sales pipeline. This role is focused on expanding our ecosystem, optimizing partner-driven revenue streams, and strengthening our market position through strategic alliances. Working cross-functionally with sales, marketing, and product teams, they will define and execute scalable programs that enhance partner engagement, accelerate growth, and create long-term value for both partners and customers.

Responsibilities: 

• Partner Recruitment & Activation

Recruit and activate new channel partners across priority countries, including enablement and performance management (via QBRs, for example). 

• Channel & Partnerships

Oversee channel expansion (referral, resellers, MSP's, VARs, system integrators). Execute on scalable models that drive revenue and partner engagement, including partner enablement. 

• Cross-Functional Collaboration

Align with Revenue, Marketing, Product, and Customer Success to ensure seamless execution of partnership initiatives and joint go-to-market strategies.

• Revenue Growth & Performance

Drive partner-sourced and influenced revenue, optimize performance metrics, and refine incentive structures to maximize impact.

• Market & Competitive Strategy

Stay ahead of industry trends, emerging technologies, and competitor partnerships to shape strategic initiatives and unlock new opportunities.

• 6+ years of Proven experience in channel sales/indirect partnerships. 
• Proven record of accelerating revenue growth through partnerships.
• Willingness to travel (international and domestic) as needed to support business operations, attend key meetings, and engage with global teams and stakeholders.
• Proven experience working across North America (and ideally LATAM markets). 
• Proven experience in Business Development or Sales, enablement, and co-selling.  
• Strong analytical and research skills for market trend, competitor analysis and forecasting. 
• Preferred fluency in Spanish and/or Portuguese.
• Preferred experience in transit technology, ITS (Intelligent Transportation Systems) and/or public sector software. 

Optibus is proud to be an equal opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, cultural background, religious beliefs, or any other characteristic protected by federal, state, or local laws. It is our responsibility at Optibus to provide an inclusive and accessible interview experience for all. We will provide reasonable accommodations for all candidates in need of individualised support during the hiring process.

Interview process: 

• Initial screening with Talent Acquisition team
• Manager interview with Global VP of Partnerships.
• Peers interview with Partnerships Managers
• Strategic alignment with the Managing Director of North America. 
• CRO interview 
• HR interview with Talent Acquisition Team.