Partner Development Manager

Were 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. Youll 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 youll do
Youll 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.

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

Qualifications :

What were 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. Youve owned a partner-sourced pipeline number before and youre 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 dont 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 were 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
Youll 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
• Work from home equipment allowance
• Pet friendly office
• Sponsored learning opportunities
• Cycle to work scheme
• Team socials

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

Remote Work :

No

Employment Type :

Full-time