Partner Development Manager

BlueOptima; Greater London; Hybrid; GBP 70,000 - 110,000; Full time

Benefits offered by this job

London HQ (hybrid)

32 days holiday

12 weeks parental leave

4 weeks remote work

Annual leave purchase up to 10 days

Job summary

BlueOptima, an engineering intelligence platform, is hiring a Partner Development Manager to recruit, onboard, and activate channel partners and drive partner-sourced pipeline across target markets. You will own the full partner lifecycle from sourcing through to revenue contribution, reporting to the CRO and working closely with the direct sales team.

You'll build co-sell motions with AEs, manage marketplace transactions, and develop onboarding processes, enablement materials, deal

Qualifications

• 3–5 years in B2B channel sales, alliances, or partner management.
• Experience recruiting and onboarding new partners, not just managing inherited relationships.
• Able to distinguish between a signed partner agreement and an active revenue relationship.

Responsibilities

• Recruit partners from a curated target list and onboard them to BlueOptima's ecosystem.
• Enable signed partners so they can position BlueOptima confidently and independently.
• Build co-sell motions with AEs and manage cloud marketplace transactions.
• Maintain partner pipeline in HubSpot with forecast accountability to the CRO.
• Develop onboarding processes, enablement materials, deal registration workflows, and partner scorecards.

Skills

Channel sales

Partner management

Outreach & prospecting

Pipeline management

HubSpot CRM

Tools

HubSpot CRM

Job description

BlueOptima is an engineering intelligence platform trusted by some of the world's largest banks, insurers, and enterprises. We give CTOs, CIOs, and engineering leaders the objective data they need to measure software engineering productivity, prove AI ROI, and reduce delivery risk.

The question every large organisation is trying to answer right now is whether their AI coding investment is actually paying off. Nobody can tell their board with confidence. We can. Our research and our platform provide that answer, and we are building the commercial engine to get it in front of the people who need to hear it.

BlueOptima already serves many of the world's largest banks and enterprises, providing a strong foundation on which to build a partner ecosystem.

Job Description

We're hiring a Partner Development Manager to recruit, onboard, and activate channel partners and drive partner-sourced pipeline across our target markets. This is a hands-on commercial role. You'll own the full partner lifecycle from sourcing through to revenue contribution, working closely with the CRO and the direct sales team.
Early partner relationships are already generating pipeline. This role will scale that motion across a broader portfolio of partners and build the operational rhythm to sustain it.
You will report directly to the CRO, with a defined path to Head of Channels and Alliances as the programme scales.

What you'll do
You'll recruit partners from a curated target list, prioritising cloud hyperscaler ecosystem partners, regional and multi-regional systems integrators with embedded relationships inside enterprise financial services and technology accounts, AI governance and software engineering advisory firms, and complementary SaaS vendors serving the same engineering and finance buyers with adjacent, non-competing products.

You'll run the full partner recruitment cycle from initial outreach through commercial agreement to activation. You'll enable signed partners so thoroughly that they can position BlueOptima confidently and independently. You'll build co-sell motions in lockstep with BlueOptima AEs, including cloud marketplace transactions. You'll manage marketplace listing optimisation and activation mechanics in partnership with our product and finance teams. You'll own the partner pipeline in HubSpot with full transparency and forecast accountability to the CRO every week and every quarter. You'll build and maintain the operational scaffolding of the programme: onboarding processes, enablement materials, deal registration workflows, and partner scorecards.

Qualifications

What we're looking for
Three to five years in B2B channel sales, alliances, or partner management, with demonstrable experience recruiting and onboarding new partners rather than simply managing inherited relationships. You've owned a partner-sourced pipeline number before and you're comfortable being held to one. You know the difference between a signed partner agreement and an active revenue relationship, and everything you build is oriented around the latter.
Comfort with cloud marketplace mechanics. You don't need to be an expert, but you need to understand how co-sell and marketplace transactions work. Commercial instinct and the ability to build a referral fee model, stress-test the margin assumptions, and present a commercially sound case to finance. Familiarity with enterprise software sales cycles and the confidence to run partner-facing conversations independently at a senior level. The ability to articulate a technical value proposition to non-technical partner audiences.
You build your own target list, run your own outreach, and generate pipeline independently. You do not wait for partners to come to you.

What we're not looking for
Candidates whose channel experience is primarily managing an established partner base, or working within large GSI governance structures at a mature vendor, are likely to find this role a difficult adjustment. Candidates from high-velocity SMB or transactional reseller environments will also find the transition significant. Our buyers are CTOs and CFOs at tier-one financial institutions. The sales motion is deliberate, account-based, and relationship-driven.

Nice to have
Experience in developer tooling, DevOps, engineering intelligence, or any SaaS product sold to engineering leadership. Prior experience in financial services enterprise accounts. Exposure to mid-market sales motions alongside enterprise.

Additional Information

What success looks like
You'll be measured on active partner engagement and the volume of qualified partner-sourced pipeline entering the business within your first year. A focused portfolio of active, co-selling partners and a channel motion the direct sales team trusts and wants to work alongside.

Benefits we offer

• London HQ, 3 days in office, 2 remote
• 32 days holiday including bank holidays
• 12 weeks paid maternity and paternity leave
• 4 weeks per year flexible remote working from anywhere
• Annual leave purchase up to 10 extra days