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Salary: GBP 70,000 - 90,000 / annual
BlueOptima is an engineering intelligence platform serving large banks and enterprises with code-level data on engineering productivity, AI ROI, quality, and cost. You are the founding hire for the channel partnerships function—building the entire programme from scratch.
You will own the full lifecycle of partner recruitment and enablement. This includes building your own target list and running outreach to two partner categories: (1) cloud marketplace and hyperscaler ecosystem partners (AWS, Azure Marketplace co-sell), and (2) consultancies and systems integrators with enterprise relationships in financial services and technology engineering. You will take each prospect from initial conversation through commercial agreement to their first registered deal.
You will build the operational infrastructure the programme runs on: designing the referral and commission model, setting up deal registration workflows in HubSpot, creating onboarding and enablement materials, and developing partner scorecards. You will validate margin assumptions with Finance and co-sell alongside Account Executives, including marketplace transactions. You will maintain an accurate partner pipeline in HubSpot to enable weekly forecasting.
Success milestones: within 90 days, a qualified target list, Finance-approved commission model, and live conversations with at least six prospective partners; within six months, signed partners registering deals; within one year, partner-sourced pipeline becomes a planning line for AEs and the CRO. This role has a defined path to Head of Channels and Alliances as the programme scales.
BlueOptima is a 110-person team across the UK, US, India, Mexico, Japan, and Canada. The company emphasizes real ownership and autonomy early in roles.
**Requirements:**
- 3–5 years in partnerships, alliances, or channel sales in B2B software, including recruiting and signing new partners yourself
- Proven track record building something: you were the first or second partnerships person at an organization, or you launched a new partner motion, with demonstrable pipeline results
- Working understanding of cloud marketplace and co-sell transaction mechanics
- Commercial and technical fluency to explain technical products to consulting partners and defend margin models to CFOs
- Not a fit if your experience is primarily managing established partner bases, working inside a large SI's alliance structure, or running high-volume reseller channels
