Channel Partnerships Lead

BlueOptima; Greater London; Hybrid; GBP 70,000 - 90,000; Full time

Benefits offered by this job

32 days holidays

Leave purchase option

WFH equipment allowance

Remote 2 days/week; 3 days in office

4 weeks long-distance travel allowance

12 weeks parental leave

Pet friendly office

Sponsored learning opportunities

Cycle2work scheme

Team socials

Job summary

BlueOptima is seeking a Channel Partnerships Lead in London to build and lead our first partnerships motion. You will recruit cloud marketplace partners, SI/consultancies, and drive co‑selling with our Account Executives, moving partners from initial outreach to signed deals and registered opportunities.

You will own the referral and commission framework, HubSpot tracking, onboarding materials, and partner scorecards, testing margin assumptions with Finance.

Qualifications

• Three to five years in partnerships, alliances or channel sales in B2B software.
• You’ve built something: first or second partnerships person or launched a new partner motion with measurable pipeline.
• Understanding of how cloud marketplace and co-sell transactions work.
• Fluency to explain a technical product to a consulting partner and defend a margin model to a CFO.

Responsibilities

• Build your own target list and outreach; no warm leads will be provided.
• Recruit cloud marketplace/hyperscaler partners and consultancies with enterprise relationships.
• Move partners from first contact to commercial agreement to their first registered deal.
• Develop the referral/commission model, deal registration in HubSpot, onboarding, enablement material and partner scorecards.
• Co-sell with AEs and maintain an accurate partner pipeline in HubSpot.

Skills

Partnerships

Channel sales

B2B software

Partner recruitment

Cloud marketplace

Tools

HubSpot

Job description

Channel Partnerships Lead (Founding Hire)

Location: London, gb

Company Description

BlueOptima is an engineering intelligence platform used by many of the world's largest banks and enterprises. We give CTOs, CIOs and CFOs objective, code-level data on engineering productivity, AI ROI and impact, quality, and cost. Every large engineering organisation is now trying to prove its AI coding investment is paying off. We can answer that question, and partners who sit inside those organisations are the fastest way to get us into the conversation.

We are a team of around 110 people across the UK, US, India, Mexico, Japan and Canada and we work closely across teams and time zones. People here are given real ownership early and the autonomy to run with it. If you like seeing your work change how a company operates, you will feel at home.

Location : London
Salary : Base £70 - £90K, £10K execution Bonus

Job Description

You're our first partnerships hire. There's no programme, no partner portal and no inherited book. You'll recruit the partners, sign them, and get them putting deals in front of our Account Executives.

What you'll actually do

• Build your own target list and run your own outreach. Nobody will hand you warm leads.
• Recruit two kinds of partner. First, cloud marketplace and hyperscaler ecosystem partners, where we co-sell through AWS and Azure Marketplace. Second, consultancies and systems integrators with real relationships inside enterprise financial services and technology engineering teams.
• Take each partner from first conversation through commercial agreement to their first registered deal.
• Build what the programme runs on: the referral and commission model, deal registration in HubSpot, onboarding, enablement material and partner scorecards. You'll test the margin assumptions with Finance yourself.
• Co-sell alongside our AEs, including marketplace transactions, and keep the partner pipeline in HubSpot accurate enough to forecast from every week.

Qualifications

What you need

• Three to five years in partnerships, alliances or channel sales in B2B software, including recruiting and signing new partners yourself.
• Proof you’ve built something: you were the first or second partnerships person somewhere, or you launched a new partner motion, and you can show the pipeline it produced.
• A working understanding of how cloud marketplace and co-sell transactions work.
• Enough commercial and technical fluency to explain a technical product to a consulting partner and to defend a margin model to a CFO.

This role is not for you if -Your experience is mainly managing an established partner base, working inside a large SI's alliance structure, or running a high-volume reseller channel. You'll be building from a blank page with a small team around you.

Additional Information

What success looks like

Within 90 days you have a qualified target list, a commission model Finance has signed off, and live conversations with at least six prospective partners. Within six months you have signed partners registering deals in HubSpot. Within a year partner-sourced pipeline is a line our AEs and the CRO plan around.

Where this leads

A defined path to Head of Channels and Alliances as the programme grows.

Benefits:

• 32 days of holidays (including bank holidays)
• Annual Leave purchase (up to 5 extra days)
• Work from Home Equipment allowance
• Flexible Work from Home: 2 days remote a week, 3 days in office
• Flexible Work from Long Distance: 4 weeks a year
• 12 Weeks Paid Maternity and Paternity Leave
• Pet friendly office
• Sponsored Learning Opportunities
• Cycle2work scheme
• Team Socials

Stay connected with us on LinkedIn or keep an eye on our career page for future opportunities!