A bit about us:

Virtuoso's mission is to enable and lead the world's quality-first revolution. The field of QA has not kept pace with the software industry's transition to CI/CD. We are fixing that.

Virtuoso has reimagined how software is tested by developing a game-changing platform that is already being used by the biggest names in software. We passionately believe that anyone should be able to create and maintain tests regardless of their technical skill, and that quality is a key driver for change and growth. The latest advances in AI and Machine Learning have been leveraged to produce test automation software that thinks like a human, empowers everyone to test, and for the first time delivers on the promise of codeless test automation. Achieving remarkable success has become a business-as-usual activity for us and we need to rapidly expand our team for that to continue to increase. Want to join the quality-first revolution? Then read on.

A company without borders with employees that make an impact worldwide, with offices and a remote team spread across the globe. The nature of our product is reflected in our thorough and agile culture. We do the right things fast and our application process is no different. We want exceptional people and we will act to get them.

About the Role:

As the Partner Business Development Manager at Virtuoso QA, you will be the strategic bridge between our company and the world’s leading Global Systems Integrators (GSIs) a

nd Systems Integrators (SIs). Focused on the Applications and Quality Engineering (QE) services landscape, you will drive growth by effectively managing a dual mandate: hunting and maturing new GSI/SI relationships, and nurturing existing partnerships to hit aggressive revenue targets. You will also drive the marketing engine behind it, creating a predictable, forecastable pipeline through rigorous "push and pull" strategies and ensuring a seamless handover to the Partner Sales Leads for execution.

Key Tasks

• Revenue Contribution: Contribute to the annual revenue targets through both new partner acquisition and existing partner growth via high-quality pipeline generation.

• Strategic Relationship Building: Establish and manage deep executive relationships with GSIs, specifically targeting decision-makers in App Services and QE practices to embed Virtuoso into their service catalogs.

• New Partner Development: Scout and mature new GSI partners, guiding them through a structured onboarding process from initial discovery to their first revenue win.

• Existing Partner Management: Nurture mature partners by managing joint business plans, setting mutual targets, and driving account mapping exercises to uncover expansion opportunities.

• Partner Marketing & Cadence: Organize and execute partner marketing initiatives, including joint events, webinars, and partner cohorts. Establish a regular operating cadence (QBRs, weekly syncs) to drive accountability.

• Pipeline Generation: Implement "push and pull" strategies—driving Virtuoso into GSI deals (Push) and having GSIs bring Virtuoso into their client accounts (Pull)—to create a consistent flow of leads.

• Operational Excellence: Maintain impeccable CRM (HubSpot) hygiene. distinctively tracking partner-influenced vs. partner-sourced deals, and providing accurate internal reporting on partner health and pipeline forecast.

• Cadence Management: Establish a regular operating rhythm (e.g., QBRs, bi-weekly syncs) with mature partners to review pipeline health and joint business plans.

• Sales Alignment: Collaborate closely with the Partner Sales Leads to ensure a high-quality handover of partner-generated opportunities, providing all necessary context to maximize close rates.

• Strategic GSI/SI Expansion: Identify, recruit, and onboard new GSI/SI partners, specifically targeting practices within Applications and Quality Engineering.

• Executive Relationship Management: Form and maintain high-touch relationships with C-level and VP-level stakeholders within partner organizations to ensure top-down buy-in.

• Partner Ecosystem Marketing: Drive partner marketing cohorts, events, and regular cadences to create market awareness and demand.

• Pipeline Predictability: Create a forecastable pipeline through rigorous CRM hygiene
  

What we would like to see in you:

• GSI Ecosystem Fluency: Deep understanding of how GSIs operate, specifically within the Applications and QE domains.

• Partner Marketing: Experience organizing joint events and managing partner cohorts to drive engagement.

• Pipeline Orchestration: Ability to manage the delicate balance of "Push" (we bring the partner) and "Pull" (partner brings us) dynamics.

• CRM Proficiency: Skilled in using tools like HubSpot for pipeline forecasting, reporting, and lead management.

• Strategic Hunter: High energy and motivation to crack new GSI accounts, combined with the patience to navigate complex organizations.

• Collaborative Handover: Ability to ego-lessly hand over relationships and opportunities to Sales Leads for the final close, while remaining a supporting stakeholder.

• Process-Oriented: A commitment to data hygiene and internal reporting standards.
  

What's in it for You...

• Competitive Package, including generous and achievable uncapped commission

• Employee Share Options- Share in the success of Virtuoso

• A defined, transparent, career path to more senior roles

• Remote/flexible working

• Private health insurance

• Training/personal development budget of a minimum of £500 per year

• Take your birthday as a holiday every year!

• Holiday allowance increases by one day per year of service up to 5 years

• Employee Referral Scheme - we put money in your pocket for referring awesome people!

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