Head of Channel Partnerships

We Are Looking For You 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 have owned a partner-sourced pipeline number before and you are comfortable being held to one. You know the difference between a signed partner agreement and an active revenue relationship, and everything you build is oriented around the latter. 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. Candidates who can speak to this with specificity and evidence are the profile we are looking for. You are strong on channel economics. You can build a referral fee model, stress-test the margin assumptions, and present a commercially robust business case to a CFO. You understand how long enterprise deals take to close and you structure your programme around that reality. You have genuine credibility inside large enterprise accounts, specifically with engineering leadership and finance buyers. You can hold a peer-level conversation with a CTO or VP of Engineering without relying on a technical resource to carry the room. You build your own target list, run your own outreach, and generate pipeline independently. You do not wait for partners to come to you and you do not wait for internal teams to create the conditions for you to succeed. 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. What We Are Not Looking For Candidates whose channel experience is primarily managing an established partner base, or working within large GSI governance structures at a mature vendor, are likely to find this role a difficult adjustment. The first phase of this job is construction. There is no existing playbook, no pre-signed partner base, and no inbound partner pipeline to manage. Candidates from high-velocity SMB or transactional reseller environments will also find the adjustment significant. Our buyers are CTOs and CFOs at tier-one financial institutions. The sales motion is deliberate, account-based, and relationship-driven. BlueOptima 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. Nobody can tell their board with confidence. We can. 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. What Success Looks Like Success 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. The personal outcome for the right candidate is a track record at BlueOptima that makes Head of Channels and Alliances the natural next step. Benefits we offer 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 Pet friendly office Sponsored learning opportunities Cycle to work scheme Team socials Stay connected with us on LinkedIn or keep an eye on our career page for future opportunities!