Founding Channel Partnerships Lead – Remote-friendly Growth

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

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.