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BlueOptima is an engineering intelligence platform serving tier-one financial institutions, banks, and enterprises. They help CTOs and engineering leaders measure software engineering productivity, prove AI ROI, and reduce delivery risk.
You will own the full partner lifecycle—from sourcing and recruitment through onboarding, activation, and revenue contribution. This is a hands-on commercial role reporting directly to the CRO, with a clear path to Head of Channels and Alliances as the programme scales.
Key responsibilities:
- Recruit partners from a curated target list, prioritizing cloud hyperscaler ecosystem partners, regional and multi-regional systems integrators with embedded enterprise financial services and technology relationships, AI governance and software engineering advisory firms, and complementary SaaS vendors serving engineering and finance buyers.
- Run the full partner recruitment cycle from initial outreach through commercial agreement to activation.
- Enable signed partners with thorough enablement so they can position BlueOptima confidently and independently.
- Build co-sell motions in lockstep with BlueOptima account executives, including cloud marketplace transactions.
- Manage marketplace listing optimization and activation mechanics in partnership with product and finance teams.
- Own the partner pipeline in HubSpot with full transparency and forecast accountability to the CRO weekly and quarterly.
- Build and maintain operational scaffolding: onboarding processes, enablement materials, deal registration workflows, and partner scorecards.
You'll be measured on active partner engagement and the volume of qualified partner-sourced pipeline entering the business within your first year. Success means a focused portfolio of active, co-selling partners and a channel motion the direct sales team trusts and wants to work alongside.
Workplace: London HQ, 3 days in office, 2 remote. 32 days holiday including bank holidays, 12 weeks paid maternity/paternity leave, 4 weeks per year flexible remote working from anywhere, annual leave purchase up to 10 extra days, work-from-home equipment allowance, pet-friendly office, sponsored learning, cycle-to-work scheme, team socials.
Requirements:
- Three to five 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 the difference between a signed partner agreement and an active revenue relationship; all work oriented toward the latter.
- Comfort with 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 to run partner-facing conversations independently at a 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 products 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 an established partner base or working within large GSI governance structures at mature vendors. Candidates from high-velocity SMB or transactional reseller environments. The sales motion here is deliberate, account-based, and relationship-driven, targeting CTOs and CFOs at tier-one financial institutions.
