Note: The job is a remote job and is open to candidates in USA. ProsperOps, a Flexera company, is the category leader in autonomous cloud cost optimization using algorithms, AI, and automation across AWS, Azure, and Google Cloud. The Channel Account Manager will drive strategic growth with GSIs, MSPs, and VARs by building executive partnerships, developing go-to-market strategies, enabling joint sales efforts, and delivering measurable revenue impact.
Responsibilities
- Build and maintain trusted relationships with GSI/MSP/Channel partners, expanding our footprint across key markets
- Position and communicate value-led, solution-centric offerings tailored to consulting, advisory, integration, and managed services business models
- Support partner enablement with sales collateral, training, and joint go-to-market planning
- Negotiate and manage commercial agreements, including referral and partnership contracts
- Actively engage in the sales lifecycle—qualification, proposals, and deal closure—alongside account executives
- Drive both direct and indirect revenue opportunities through co-sell motions and channel synergies
- Represent the GSI/MSP/Channel business in partner reviews, pipeline discussions, and key customer meetings
- Own regional forecasting, pipeline reporting, and performance tracking
- Monitor market trends, competitor activity, and evolving partner needs
- Provide actionable feedback to product and partner teams to shape roadmaps and growth initiatives
- Identify priority markets, partner profiles, and high-potential service offerings
- Define and roll out scalable sales plays, commercial models, and KPIs to drive measurable growth
- Establish repeatable approaches for bundling, co-selling, and partner-led revenue generation
- Lead joint marketing initiatives with Channel Partners, including the use of Marketing Development Funds (MDF) to drive demand generation through events and campaigns
Skills
- 8+ years of experience in enterprise sales or partner/channel leadership within the Channel, GSI, Cloud, or SaaS ecosystem
- Existing relationships and deep understanding of GSI/MSP/Channel structures, influence models, and engagement with client end users
- Expertise in GSI/MSP/Channel business models, pricing, bundling approaches, and sales cycles
- Proven success launching and scaling Channel offerings across multiple regions and markets
- Track record of closing complex, multi-year deals and building trusted C-level relationships
- Experience leading or mentoring sales teams while also contributing as an individual contributor (“player/coach”)
- Strong commercial and negotiation skills with a structured, outcome-driven mindset
- Ability to thrive in a fast-paced, matrixed, entrepreneurial environment
- Excellent communication, presentation, and influencing skills at the executive level
- Exposure to hyperscalers (Azure, AWS, Google Cloud) and their partner ecosystems
- Experience in SaaS-based partnering models and scaling technology alliances
- Operational excellence, leveraging tools and AI for partner management and business execution
- Data-driven mindset with strong analytical skills to measure KPIs, pipeline, certifications, accreditations, and marketing performance
- Proven ability to beat revenue-based quotas and deliver measurable growth
Benefits
- Fully remote team; 100% of roles are open to applicants anywhere in the region in which the role is advertised.
Company Overview