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BlueOptima is an engineering intelligence platform serving tier-one financial institutions, banks, and enterprises. The company helps CTOs, CIOs, and engineering leaders measure software engineering productivity, prove AI ROI, and reduce delivery risk.
You will join as Partner Development Manager, reporting directly to the CRO with a clear path to Head of Channels and Alliances as the programme scales. This is a hands-on commercial role where you own the full partner lifecycle from sourcing through revenue contribution.
Key Responsibilities:
- Recruit and onboard channel partners from a curated target list, prioritizing cloud hyperscaler ecosystem partners, regional and multi-regional systems integrators with embedded enterprise financial services relationships, AI governance advisory firms, and complementary SaaS vendors
- Run the complete partner recruitment cycle from initial outreach through commercial agreement to activation
- Enable signed partners with comprehensive enablement so they can position BlueOptima independently
- Build co-sell motions with BlueOptima account executives, including cloud marketplace transactions
- Manage marketplace listing optimization and activation mechanics in partnership with product and finance teams
- Own partner pipeline in HubSpot with full transparency and weekly/quarterly forecast accountability to the CRO
- Build and maintain operational scaffolding: onboarding processes, enablement materials, deal registration workflows, and partner scorecards
- Work closely with the direct sales team to build a channel motion they trust and want to collaborate with
The role scales an existing partner motion that is already generating pipeline across a broader portfolio of partners.
Workplace: London HQ, 3 days in office, 2 remote. 32 days holiday including bank holidays, 12 weeks paid parental leave, 4 weeks flexible remote working annually, work-from-home equipment allowance, and sponsored learning opportunities.
Requirements:
- 3–5 years in B2B channel sales, alliances, or partner management with demonstrable experience recruiting and onboarding new partners (not simply managing inherited relationships)
- Proven track record owning a partner-sourced pipeline number and comfort being held accountable to one
- Understanding of cloud marketplace mechanics (co-sell and marketplace transactions)
- Commercial instinct: ability to build referral fee models, stress-test margin assumptions, and present commercially sound cases to finance
- Familiarity with enterprise software sales cycles and confidence running partner-facing conversations independently at senior level
- Ability to articulate technical value propositions to non-technical partner audiences
- Self-directed: you build your own target list, run your own outreach, and generate pipeline independently
Nice to Have:
- Experience in developer tooling, DevOps, engineering intelligence, or SaaS sold to engineering leadership
- Prior experience in financial services enterprise accounts
- Exposure to mid-market sales motions alongside enterprise
Not a fit: candidates whose channel experience is primarily managing established partner bases or working within large GSI governance structures at mature vendors; candidates from high-velocity SMB or transactional reseller environments.
