Head of Channel Partnerships

About the Position

Head of Channel Partnerships

• Full-time

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Responsibilities

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

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Requirements

What We Are Looking For

• 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 the latter.
• You will be expected to speak specifically to a channel programme you built from scratch - the partner archetypes you recruited, the commercial model you designed, the pipeline you generated, and what you would do differently. Candidates who can speak to this with specificity and evidence are the profile we are looking for.
• You are strong on channel economics. You can build a referral fee model, stress-test the margin assumptions, and present a commercially robust business case to a CFO. You understand how long enterprise deals take to close and you structure your programme around that reality.
• You have genuine credibility inside large enterprise accounts, specifically with engineering leadership and finance buyers. You can hold a peer-level conversation with a CTO or VP of Engineering without relying on a technical resource to carry the room.
• You build your own target list, run your own outreach, and generate pipeline independently. You do not wait for partners to come to you and you do not wait for internal teams to create the conditions for you to succeed.
• Experience in developer tooling, DevOps, engineering intelligence, or any SaaS product sold to engineering leadership is a genuine advantage. Prior experience in financial services enterprise accounts is equally valued.

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Nice to Have

• Experience in developer tooling
• Experience in DevOps
• Experience in engineering intelligence
• Experience in SaaS
• Experience in financial services

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We Offer

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
• Work from home equipment allowance
• Pet friendly office
• Sponsored learning opportunities
• Cycle to work scheme
• Team socials

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About the Company

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.

Stay connected with us on LinkedIn or keep an eye on our career page for future opportunities!

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