CloudHealth Partner Team- KAE

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)

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.