CloudHealth Partner Team - Key Account Executive

Position:CloudHealth Partner Team - Key Account ExecutiveJob 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 OwnershipOwn a portfolio of strategic MSP, reseller, and channel partners across a defined regionDrive net-new partner-sourced pipeline and expansion revenue within existing partner accountsExecute joint go-to-market strategies aligned to FinOps, cloud optimization, and managed services offeringsIdentify upsell and cross-sell opportunities across AWS, Azure, and GCP customer environmentsPartner Enablement & EngagementEnable partners on CloudHealth platform capabilities, value messaging, and FinOps best practicesConduct regular business reviews (QBRs) with partner leadership to track performance and growth plansSupport partner sales teams with deal strategy, pricing guidance, and competitive positioningDeliver training, workshops, and executive briefings to increase partner adoption and proficiencyCo-Selling & Ecosystem AlignmentCollaborate closely with direct sales, customer success, and technical teams to support joint opportunitiesDevelop and execute co-sell campaigns with hyperscalers (AWS, Microsoft, Google) and key alliancesAlign CloudHealth solutions with partner-managed services and FinOps-as-a-Service offeringsRetention & Partner SuccessDrive renewal strategy through partner channels to ensure high retention and expansionMonitor partner health metrics including adoption, churn risk, and platform utilizationAddress partner escalations and remove barriers to successful service deliveryStrategic Planning & Market DevelopmentBuild and execute territory and partner business plansIdentify high-potential partners and recruit new ecosystem partners where appropriateProvide market feedback to product, marketing, and leadership on competitive trends and partner needsWhat We're Looking For: Required5+ years in Channel Sales, Partner Management, or Strategic Account ManagementExperience working with MSPs, VARs, GSIs, or cloud ecosystem partnersProven track record of driving partner-led revenue growth and retentionStrong executive presence and relationship management skillsExperience in SaaS, cloud, FinOps, or enterprise softwarePreferredBackground in FinOps, cloud cost management, or cloud platforms (AWS, Azure, GCP)Experience with partner resale, co-sell, and services-led GTM modelsFamiliarity with cloud marketplaces and partner incentive programsExperience working within VMware, Broadcom, or enterprise channel ecosystemsKey Performance Metrics (KPIs)Partner-sourced pipeline and closed revenueNet revenue retention within partner portfolioPartner activation and enablement milestonesJoint business plan executionExpansion within MSP-managed customer basesCore CompetenciesStrategic partner relationship managementExecutive communication and negotiationCross-functional collaborationFinOps and cloud economics acumenData-driven account planningWork Arrangement: Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.Why This Role is Critical at CloudHealthCloudHealth 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 CloudHealth into partner service portfolios as a long-term strategic platform.What's In It For You: At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That’s why we offer competitive financial compensation, including various compensation plans and a solid benefits package. Medical, Dental, Vision Insurance 401k, With Matching Contributions Short-Term/Long-Term Disability Insurance Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options Paid Time Off (including sick, holiday, vacation, etc.) Tuition Reimbursement Growth Opportunities And more!​#LI-LH1Annual Hiring Range/Hourly Rate:$138,900.00 - $165,553.30Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer. Location:US-MA-Massachusetts (Remote Employees) Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company’s request and sole discretion.Time Type:Full timeJob Category:SalesEEO Statement:Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)All Arrow job postings are for existing job vacancies. We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.

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