In this role you will scale BlueOptima's partner ecosystem to generate qualified pipeline and revenue from channel partners. You’ll recruit, onboard, and enable partners, and align co-sell motions with the direct sales team. You’ll manage the partner lifecycle end-to-end, from outreach to activation, reporting to the CRO. The role sits at the heart of scaling our commercial engine in enterprise accounts, including cloud marketplace transactions. You’ll shape how partners contribute to growth and value delivery.
Pay / Benefits
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
Work from home equipment allowance
Responsibilities
Recruit and onboard partners from targeted ecosystems including hyperscalers, SI partners, and AI governance/engineering advisory firms
Own the full partner lifecycle from outreach to activation and revenue contribution
Enable partners to position BlueOptima confidently and independently
Build co-sell motions with account executives and manage cloud marketplace transactions
Manage marketplace listing optimization and activation with product and finance
Own partner pipeline in HubSpot with weekly and quarterly forecast to CRO
Develop and maintain program infrastructure: onboarding, enablement materials, deal registration, and partner scorecards
Key requirements
Three to five years in B2B channel sales, alliances, or partner management with proven recruitment and onboarding experience
Experience owning a partner-sourced pipeline and accountability for it
Understanding of cloud marketplace mechanics and co-sell dynamics
Commercial acumen to build referral models and justify margins to finance
Familiarity with enterprise software sales cycles and senior-level partner negotiations
Ability to build target lists, run outreach, and generate pipeline independently
Ability to articulate a technical value proposition to non-technical partners
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