Channel Partnerships Lead (Founding Hire)

BlueOptima; United Kingdom; Hybrid; GBP 60,000 - 90,000; Full time

Benefits offered by this job

32 days of holidays (including bank)

Annual Leave purchase (up to 5 extra)

Work from Home Equipment allowance

Flexible Work from Home: 2 days remote

Flexible Work from Long Distance: 4 wк

12 Weeks Paid Maternity and Paternity

Pet friendly office

Sponsored Learning Opportunities

Cycle2work scheme

Team Socials

Job summary

BlueOptima is hiring its first partnerships lead to build and sign two kinds of partners—cloud ecosystem players and consultancies with enterprise reach. You’ll own outreach, negotiate deals, and set up enabling materials, scorecards, and margins.

You’ll work with our AEs to ensure a healthy, forecastable partner pipeline and grow a new channel motion from scratch. You will craft a scalable partner programme, manage deal registrations in HubSpot, and push for fast, measurable results within 12

Qualifications

• Three to five years in partnerships, alliances or channel sales in B2B software.
• Proven ability to launch new partner motions and generate pipeline.
• Working understanding of cloud marketplace and co-sell transactions.
• Able to explain a technical product to a consulting partner and defend margin models to a CFO.

Responsibilities

• Build your own target list and run your own outreach. Nobody will hand you warm leads.
• Recruit two kinds of partner: cloud marketplace/hyperscaler ecosystem partners and consultancies/SIs with enterprise relationships.
• Lead each partner from first conversation through commercial agreement to first registered deal.
• Develop the programme backbone: referral and commission model, deal registration in HubSpot, onboarding, enablement material and partner scorecards, test margins with Finance.
• Co-sell with AEs and keep the partner pipeline in HubSpot accurate enough to forecast weekly.

Skills

Partnerships experience

Channel sales

Cloud marketplace knowledge

Commercial fluency

Technical fluency

Tools

HubSpot

Job description

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!