Company DescriptionBlueOptima 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. 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 DescriptionSuccess 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. 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. 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.Marketing content and research assets are available for partner enablement. What You Will Be Responsible ForBuilding 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 CFORecruiting 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 productsEnabling signed partners so thoroughly that they can position BlueOptima confidently and independently - not partners who need hand-holding on every dealBuilding a co-sell motion in lockstep with BlueOptima AEs that the direct sales team actively relies on and wants to work alongsideOwning the partner pipeline in HubSpot with full transparency and forecast accountability to the CRO every week and every quarterQualificationsWhat We Are Looking ForYou 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 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. You can build a referral fee model, stress-test the margin assumptions, and present a commercially robust business case to a CFO. You have genuine credibility inside large enterprise accounts, specifically with engineering leadership and finance buyers. You build your own target list, run your own outreach, and generate pipeline independently. 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.Our buyers are CTOs and CFOs at tier-one financial institutions. The sales motion is deliberate, account-based, and relationship-driven.Additional InformationWhat Success Looks LikeSuccess will be measured through active partner engagement and the volume of qualified partner-sourced pipeline entering the business within the first year. In practical terms: a programme framework and commercial model signed off by the CRO and CFO within the first two months, a focused portfolio of active signed partners co-selling by mid-year, and a channel motion generating meaningful partner-sourced pipeline by year end that the direct sales team trusts and competes to work alongside. Benefits we offerLondon HQ, 3 days in office, 2 remote32 days holiday including bank holidays12 weeks paid maternity and paternity leave4 weeks per year flexible remote working from anywhereAnnual leave purchase up to 10 extra daysWork from home equipment allowancePet friendly officeSponsored learning opportunitiesCycle to work schemeTeam socialsStay connected with us on LinkedIn or keep an eye on our career page for future opportunities!Business DevelopmentExperience level: Computer Software
Director, Strategic Partnerships in London employer: BlueOptima
BlueOptima is an exceptional employer that fosters a culture of transparency, collaboration, and accountability, making it an ideal place for ambitious individuals seeking meaningful work. With a strong emphasis on employee growth and autonomy, team members are encouraged to learn and improve while contributing to high-performance goals. Located in the vibrant city of London, employees benefit from a diverse and inclusive environment, with opportunities to engage with colleagues from various backgrounds and cultures.
