Position:

CloudHealth Partner Team - Key Account Executive

Job Description:

The Key Account Executive (KAE) at CloudHealth is responsible for driving partner-led revenue growth, retention, and strategic alignment across Managed Service Providers (MSPs), resellers, and cloud ecosystem partners. This role serves as the primary commercial point of contact for a portfolio of strategic partners, enabling them to successfully sell, deliver, and scale FinOps and cloud cost management solutions to joint customers.

The KAE acts as an extension of the sales organization by developing partner business plans, executing co-sell motions, and ensuring partners are equipped to position CloudHealth as a core component of their FinOps and cloud managed services practices.

What You'll Be Doing:

Partner Revenue Growth & Account Ownership

• Own a portfolio of strategic MSP, reseller, and channel partners across a defined region

• Drive net-new partner-sourced pipeline and expansion revenue within existing partner accounts

• Execute joint go-to-market strategies aligned to FinOps, cloud optimization, and managed services offerings

• Identify upsell and cross-sell opportunities across AWS, Azure, and GCP customer environments

Partner Enablement & Engagement

• Enable partners on CloudHealth platform capabilities, value messaging, and FinOps best practices

• Conduct regular business reviews (QBRs) with partner leadership to track performance and growth plans

• Support partner sales teams with deal strategy, pricing guidance, and competitive positioning

• Deliver training, workshops, and executive briefings to increase partner adoption and proficiency

Co-Selling & Ecosystem Alignment

• Collaborate closely with direct sales, customer success, and technical teams to support joint opportunities

• Develop and execute co-sell campaigns with hyperscalers (AWS, Microsoft, Google) and key alliances

• Align CloudHealth solutions with partner-managed services and FinOps-as-a-Service offerings

Retention & Partner Success

• Drive renewal strategy through partner channels to ensure high retention and expansion

• Monitor partner health metrics including adoption, churn risk, and platform utilization

• Address partner escalations and remove barriers to successful service delivery

Strategic Planning & Market Development

• Build and execute territory and partner business plans

• Identify high-potential partners and recruit new ecosystem partners where appropriate

• Provide market feedback to product, marketing, and leadership on competitive trends and partner needs

What We're Looking For:

Required

• 5+ years in Channel Sales, Partner Management, or Strategic Account Management

• Experience working with MSPs, VARs, GSIs, or cloud ecosystem partners

• Proven track record of driving partner-led revenue growth and retention

• Strong executive presence and relationship management skills

• Experience in SaaS, cloud, FinOps, or enterprise software

Preferred

• Background in FinOps, cloud cost management, or cloud platforms (AWS, Azure, GCP)

• Experience with partner resale, co-sell, and services-led GTM models

• Familiarity with cloud marketplaces and partner incentive programs

• Experience working within VMware, Broadcom, or enterprise channel ecosystems

Key Performance Metrics (KPIs)

• Partner-sourced pipeline and closed revenue

• Net revenue retention within partner portfolio

• Partner activation and enablement milestones

• Joint business plan execution

• Expansion within MSP-managed customer bases

Core Competencies

• Strategic partner relationship management

• Executive communication and negotiation

• Cross-functional collaboration

• FinOps and cloud economics acumen

• Data-driven account planning

Work Arrangement:

• Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.

Why This Role is Critical at CloudHealth

CloudHealth operates heavily through a partner-led model, particularly with MSPs delivering FinOps as a managed service. The Key Account Manager is instrumental in scaling platform adoption, defending renewals in competitive FinOps markets, and embedding