Partner Development Manager

Overview

In this role you will build and scale BlueOptima’s partner ecosystem to generate revenue. You will recruit, onboard, and enable channel partners, working closely with the CRO and direct sales to create a reliable partner-sourced pipeline. You’ll lead the full partner lifecycle and co-sell motions, including marketplace transactions, with visibility into forecasts. This is a hands-on, growth-focused role that shapes how partners contribute to enterprise sales in financial services and tech accounts. You will drive a scalable, trusted partner program that accelerates revenue and market reach.

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

• Source and recruit partners from a curated list, prioritising hyperscalers, SI partners, AI governance and advisory firms, and complementary SaaS vendors
• Manage full partner lifecycle from outreach to commercial agreement and activation
• Enable partners to position BlueOptima independently and confidently
• Build co-sell motions with AEs and manage cloud marketplace transactions
• Oversee marketplace activation and optimization in collaboration with product and finance teams
• Maintain the partner pipeline in HubSpot with weekly and quarterly forecasting to the CRO
• Develop and operate onboarding processes, enablement materials, deal registration workflows, and partner scorecards

Key requirements

• Three to five years in B2B channel sales, alliances, or partner management
• Proven track record of recruiting and onboarding partners and owning partner-sourced pipeline
• Familiarity with cloud marketplace mechanics and co-sell concepts
• Ability to build financially sound referral or margin models and present to finance
• Experience with enterprise software sales cycles and senior-level partner conversations
• Ability to independently build target lists and drive outreach

• Commercial instinct
• Strong communication and negotiation in partner-facing conversations
• Independent, self-driven with stakeholder management
• HubSpot (pipeline management, forecasting)
• Understanding of cloud marketplaces and co-sell transactions
• Ability to articulate technical value propositions

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