CloudHealth Partner Team - Key Account Executive
Arrow Electronics, Des Moines, IA, United States
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 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-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)
#J-18808-Ljbffr
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’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-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)
#J-18808-Ljbffr