BlueOptima
Head of Channel Partnerships
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Head of Channel Partnerships
Company Description
BlueOptima is an engineering intelligence platform trusted by some of the world’s largest banks, insurers, and enterprises. We empower CTOs, CIOs, and engineering leaders with the objective data needed to:
- Measure software engineering productivity
- Prove AI ROI
- Reduce delivery risk
In today’s context, one pressing question for large organisations is: Is their AI coding investment truly delivering value? We provide the research and platform to answer this definitively, positioning us to communicate directly with decision-makers.
BlueOptima already serves top global banks and enterprises, establishing a robust foundation for scaling a partner ecosystem.
About the Role
This position is for a dedicated Head of Channels and Alliances responsible for building a responsive partner network from the ground up. Unlike managing an inherited programme, this requires creating a bespoke co-sell and referral engine with minimal existing infrastructure.
BlueOptima targets engineering leaders and finance executives at the world’s largest financial institutions—imagine cornering a CTO in high-stakes, long-cycle enterprise deals. Our direct sales team succeeds in conversions, but we need trusted third-party amplifiers (e.g., systems integrators or complementary SaaS vendors) to enable conversations we wouldn’t otherwise reach.
The workload starts with a proof of concept: an active relationship generating pipeline without a formal structure. Now, it’s yours to design, build, then scale.
Key responsibilities:
- Strategy and Architecture
- Define the ideal partner profile (focus: enterprise-focused SI or SaaS overlay products) and regional distribution model
- Draft commercial models, referral fee structures, and legal agreements (routinely approved by CRO/CFO)
- Map out a clear co-sell framework integrating BlueOptima’s direct AE team
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Partner Recruitment & Pipeline Ownership
- Curate and acquire a highly targeted portfolio of partners within 6 months: gold prospects must include embedded relationships in FP&A and enterprise tech verticals.
- Build activation programs that enable partners to represent BlueOptima confidently (zero dependency on open-ended hand-holding)
- Track partner pipeline in HubSpot with quarterly forecasts and CRO alignment
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Business Impact & Growth
- Ensure a co-sell pipeline increases first-year pipeline by X% (targets defined post-hire with CMO and CRO)
- Implement trafficients measuring business-added revenue from partner referrals.
Success Metrics: ✅ Week 1-4: Framework (architecture/agreements) signed off ✅ By 6 Months: Partner-led portfolio of active co-sellers ✅ Year-End: Pipeline driven by partners becomes a rev-rec-trusted competitive motion
Requirements
Essential: • Six-plus years in B2B Channels/Alliances (ideally in enterprise financial services or developer tools/SaaS).
- Built a programme from scratch—not inherited one. Quantifiable results required.
- Knows the distinction between signed versus revenue-generating partner relationships (focus on the latter). • Demonstrated channel economics expertise:
- Crafts commercial models, validates margin assumptions via CFO pitch decks, stress-tests payout waters.
- Understands enterprise deal dynamics (3-18m sales cycles) and designs programmes accordingly • Account-based credibility: Can engage peers level (CTO, VPs Engineering, CFOs) without relying on internal technical org to ‘cover’ deals. • Self-sufficient pipeline builder: Pursues own targets, runs outreach (email/ boule**، and avoid roadblocks caused by “internal blockers.” • Strong advocate for regulatory/compliance policies (GDPs, NDA-heavy) when dealing with financial services vendor ecosystems.
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Experience valued but not mandatory: ⚡ Prior expertise in developer platform ecosystems (SNO, AI coding tools, DevOps) ⚡ Sales engagement in financial services or enterprise tech stacks
Out of scope: • Experience solely managing an established distribution consortium. • Working within a large GSI governance layer (top-down الاعف immunosuppressants teams are not desired here). • Campaigns previously operating in SMB/transactional environments.
What Success Looks Like (Long-Term)
By year-end, BlueOptima should expect a portfolio of co-selling partners accounting for $$X pipeline (Q2 2026 target). The ideal hire’s post-two-years track record would make them a prime candidate for Head of Channels and Alliances, giving them the blueprint and resignation portfolio to scale this role workwise.
Why Join Us?
Commercial Vision+Execution: A role of earlier investment and earlier payoff than with mature GSI players—build a category of play before it’s commoditized.
Culture & Perks: • London HQ (3-day in-person + 2-day flexible remote) • Generous calendar: 32 PTO days, bank holidays + optional extra 10 leave days (purchaseable with salary). • Parental benefits: 12 weeks PPL (no ‘top-ups’ for existing policies). • Flexibility: 4 weeks remote annually (+ top-up for travel-leisure.). • Workplace add-ons: Cycle to Work scheme, pet-friendly office, stipend for professional development, and social events. • Relocation assistance: Open to applicable cases.
[Get in touch now] — LinkedIn/BlueOptima career page opening links.
Key Traits to Highlight in Your Application:
Prove your exact “performance lending” ROI cases*—when someone hired you to build a channel, what milestones moved from 0 to “revenue recollecting after six months” and which Pipeline tweaks made AEs thankful you were their ally.*
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