Partner Development Manager

Overview

In this role you will scale BlueOptimas partner ecosystem to generate qualified pipeline and revenue from channel partners. You’ll recruit, onboard, and enable partners, and align co-sell motions with the direct sales team. You’ll manage the partner lifecycle end-to-end, from outreach to activation, reporting to the CRO. The role sits at the heart of scaling our commercial engine in enterprise accounts, including cloud marketplace transactions. You’ll shape how partners contribute to growth and value delivery.

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

• Recruit and onboard partners from targeted ecosystems including hyperscalers, SI partners, and AI governance/engineering advisory firms
• Own the full partner lifecycle from outreach to activation and revenue contribution
• Enable partners to position BlueOptima confidently and independently
• Build co-sell motions with account executives and manage cloud marketplace transactions
• Manage marketplace listing optimization and activation with product and finance
• Own partner pipeline in HubSpot with weekly and quarterly forecast to CRO
• Develop and maintain program infrastructure: onboarding, enablement materials, deal registration, and partner scorecards

Key requirements

• Three to five years in B2B channel sales, alliances, or partner management with proven recruitment and onboarding experience
• Experience owning a partner-sourced pipeline and accountability for it
• Understanding of cloud marketplace mechanics and co-sell dynamics
• Commercial acumen to build referral models and justify margins to finance
• Familiarity with enterprise software sales cycles and senior-level partner negotiations
• Ability to build target lists, run outreach, and generate pipeline independently
• Ability to articulate a technical value proposition to non-technical partners
• commercial instinct
• independence
• strong communication
• cloud marketplace mechanics
• HubSpot (pipeline management)
• co-sell and partner enablement

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