Partner Development Manager

BlueOptima, a respected engineering intelligence platform used by many of the world’s leading banks, insurers and large enterprises, is looking for a Partner Development Manager in London. This hybrid role combines hands-on business development with channel management to grow a partner ecosystem that drives revenue. The company helps CTOs and engineering leaders measure software productivity, prove AI ROI, and reduce delivery risk.

The role is a true mix of hunter and builder: you’ll recruit, onboard and activate channel partners and shepherd the full partner lifecycle, from sourcing through to revenue contribution, working closely with the CRO and the direct sales team. Early partner relationships have already started generating pipeline, and this position will scale that motion across a broader partner portfolio while establishing a repeatable operating rhythm. You’ll report to the CRO and there’s a clear path to Head of Channels and Alliances as the program scales.

If you enjoy shaping partner ecosystems, have a practical, roll-your-sleeves-up approach, and want to influence how collaboration translates into revenue, this could be a strong fit. It’s a role for someone who loves building processes, aligning cross-functional teams, and driving measurable outcomes in a deliberate enterprise sales environment.

Scaling partnerships that power growth

On a day-to-day basis, you’ll target and engage a curated list of potential partners, prioritising hyperscale cloud players, regional and multi-regional systems integrators with established financial services footprints, AI governance and software engineering advisory firms, and SaaS vendors that serve the same engineering and finance buyers with complementary products. You’ll own the full recruitment cycle, from initial outreach and commercial terms to activation, so partners can position BlueOptima confidently and independently. You’ll design and execute co-sell motions in lockstep with the account executives, including cloud marketplace transactions, and work with product and finance to optimise marketplace listings and activation mechanics. The role also puts you in charge of the partner pipeline in HubSpot, with weekly and quarterly transparency and forecast accountability to the CRO. Beyond that, you’ll build and maintain the program’s operational backbone, including onboarding processes, enablement materials, deal-registration workflows, and partner scorecards.

What we’re looking for in a partner pro

Must-have

• Three to five years in B2B channel sales, alliances, or partner management, with proven experience recruiting and onboarding new partners and owning a partner-sourced pipeline that’s actually realized as revenue.
• Comfort with cloud marketplace mechanics and the ability to understand co-sell and marketplace transactions, plus the instinct to craft a viable referral-fee model and test margin assumptions for a finance-facing business case.
• Experience with enterprise software sales cycles and the confidence to run partner-facing conversations at senior levels, including the ability to present a technical value proposition to non-technical audiences.
• A self-starting approach: you build your own target list, run outreach, and generate pipeline independently rather than waiting for partners to come to you.

Nice to have

• Experience in developer tooling, DevOps, engineering intelligence, or any SaaS product sold to engineering leadership.
• Prior work with financial services enterprise accounts.
• Exposure to mid-market sales motions in addition to enterprise, showing versatility across deal sizes.

Pay, benefits and practical details

The role sits in London with a hybrid setup: three days in the office and two days working remotely. The company offers a generous benefits package that includes 32 days of holiday (including bank holidays), 12 weeks of paid parental leave, four weeks of flexible remote time each year, and the option to purchase up to 10 extra days of annual leave. There is a work-from-home equipment allowance, a pet-friendly office, and a cycle-to-work scheme. Additional perks include sponsored learning opportunities and regular team socials.

Staying connected matters, so you can follow BlueOptima on LinkedIn or keep an eye on the career page for future opportunities.

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

Advice for applicants

Highlight in your resume a solid track record in B2B channel sales or partner management, with specific examples of partner-sourced pipeline you owned and moved through to revenue. Quantify results where you can to show you’ve driven tangible outcomes.

Demonstrate how you’ve built and managed a target list and outbound outreach that produced measurable pipeline, and point to instances where you’ve defined or refined a referral-fee model or margin scenario and then presented it to finance.

Be ready to discuss end-to-end partner lifecycle tasks you’ve led, from outreach to enablement to activation, and include examples of co-sell motions you’ve created with direct sales teams, especially around cloud marketplace transactions.

When you ask questions in the interview, focus on specifics like what a successful 12-month plan for the partner program looks like, how the CRO measures forecast accuracy, and which partners are currently active and trusted by the direct sales team.