Head of Channel Partnerships

Company 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

Success in this role requires previous experience building a channel programme from the ground up. Not inheriting one, not managing one someone else built - building one. You know what it feels like to start with a blank page and no existing partner base, and you have the results to show for it.

BlueOptima sells into one of the most relationship-dependent buying environments in enterprise software - engineering leaders and finance executives at the world’s largest banks and enterprises. Our direct sales team is performing. What we do not yet have is a partner network that gets us into conversations that outbound alone cannot reach, with buyers who are already primed by a trusted third party. Building that network is this job.

We have already validated the concept. An existing partner relationship is generating committed pipeline without a formal programme behind it. That is your proof of concept and your starting point. What comes next is yours to build.

You will be the first dedicated channel hire at BlueOptima. You will report directly to the CRO and have a defined path to Head of Channels and Alliances as the programme scales.

You will not be doing this alone. The CRO will be an active sponsor in partner recruitment conversations. RevOps will support pipeline tracking and HubSpot structure. Marketing content and research assets are available for partner enablement. The strategy and infrastructure to support this role exist. Ownership of the strategy, execution, and outcomes sits with you.

What You Will Be Responsible For

• Building the programme architecture before a single external partner conversation happens - ideal partner profile, commercial model, referral fee structures, co-sell mechanics, and legal agreement templates signed off by the CRO and CFO
• Recruiting a focused portfolio of partners from a curated target list, prioritising regional and multi-regional systems integrators with embedded relationships inside enterprise financial services and technology accounts, alongside complementary SaaS vendors serving the same engineering and finance buyers with adjacent, non-competing products
• Enabling signed partners so thoroughly that they can position BlueOptima confidently and independently - not partners who need hand-holding on every deal
• Building a co-sell motion in lockstep with BlueOptima AEs that the direct sales team actively relies on and wants to work alongside
• Owning the partner pipeline in HubSpot with full transparency and forecast accountability to the CRO every week and every quarter

Qualifications

What We Are Looking For

• You will have at least six years in B2B channel sales or alliances, with a meaningful portion of that spent building a programme from scratch. You have owned a partner-sourced pipeline number before and you are 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 th…