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Success in this role requires previous experience building a channel programme from the ground up. Not inheriting one, not managing one someone else built - building one. You know what it feels like to start with a blank page and no existing partner base, and you have the results to show for it.
BlueOptima sells into one of the most relationship-dependent buying environments in enterprise software - engineering leaders and finance executives at the world's largest banks and enterprises. Our direct sales team is performing. What we do not yet have is a partner network that gets us into conversations that outbound alone cannot reach, with buyers who are already primed by a trusted third party. Building that network is this job.
We have already validated the concept. An existing partner relationship is generating committed pipeline without a formal programme behind it. That is your proof of concept and your starting point. What comes next is yours to build.
You will be the first dedicated channel hire at BlueOptima. You will report directly to the CRO and have a defined path to Head of Channels and Alliances as the programme scales.
You will not be doing this alone. The CRO will be an active sponsor in partner recruitment conversations. RevOps will support pipeline tracking and HubSpot structure. Marketing content and research assets are available for partner enablement. The strategy and infrastructure to support this role exist. Ownership of the strategy, execution, and outcomes sits with you.
What You Will Be Responsible For
What We Are Looking For
What We Are Not Looking For
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.
Additional Information
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