CloudHealth Partner Team - Key Account Executive

Arrow Electronics, Inc. • Full-time • Remote, AZ 85282, AZ, United States, AZ, United States • 1d ago

Position:

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 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’swhy 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(includingsick, holiday, vacation, etc.)
Tuition Reimbursement
Growth Opportunities
And more!

#LI-LH1

Annual Hiring Range/Hourly Rate:

$138,900.00 - $165,553.30

Actual 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 time

Job Category:

Sales

EEO 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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