Channel Partnerships Lead (Founding Hire)

BlueOptima; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

32 days of holidays (including bank/UK

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 w

12 Weeks Paid Maternity and Paternity

Pet friendly office

Sponsored Learning Opportunities

Cycle2work scheme

Team Socials

Job summary

BlueOptima, an engineering intelligence platform trusted by major banks and enterprises, seeks its first partnerships hire to build and lead a partner motion. You will recruit, sign, and enable partners who can present deals to our Account Executives, driving measurable pipeline and revenue impact.

You will own outreach, recruit marketplace and consultancy partners, shepherd deals from initial contact to signed agreement, and implement enablement and tracking in HubSpot.

Qualifications

• Three to five years in partnerships, alliances or channel sales in B2B software.
• Ability to recruit and sign new partners.
• Fluency in explaining a technical product to consulting partners.

Responsibilities

• Build your own target list and run outreach.
• Recruit cloud marketplace and hyperscaler ecosystem partners and consultancies.
• Move partners from first conversation through commercial agreement to first registered deal.
• Create and iterate the referral and commission model, onboarding, enablement material and partner scorecards.
• Co-sell with Account Executives and maintain partner pipeline in HubSpot to forecast weekly.

Skills

Partnerships experience

B2B software

Sales collaboration

HubSpot

Tools

HubSpot

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.
  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.
  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.

• 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