Channel Account Manager

Flexera; United States; Remote; GBP 110,000 - 140,000; Full time

Job summary

ProsperOps, a Flexera company, is seeking a Channel Partnerships Manager to drive strategic growth with global system integrators, MSPs, and VARs. You will own executive relationships, design scalable go-to-market strategies, and deliver revenue impact through co-sell motions and innovative commercial models.

You will lead partner enablement, negotiate agreements, and shape regional growth across multi-market environments, balancing strategy with hands-on execution in a fast-paced,

Qualifications

• Experience in enterprise sales or partner/channel leadership within the Channel, GSI, Cloud, or SaaS ecosystem.
• Deep understanding of GSI/MSP/Channel engagement models and executive relationship management.
• Proven track record launching and scaling channel offerings across regions and markets.
• Strong commercial acumen with structured, outcome-driven negotiation and deal-making.

Responsibilities

• Develop and manage trust-based relationships with GSI/MSP/Channel partners, expanding footprint across markets.
• Lead go-to-market plans, co-sell motions, and joint marketing with channel partners.
• Own regional forecasting, pipeline reporting, and performance tracking for channel initiatives.
• Define scalable sales plays and commercial models to drive partner-led revenue growth.

Skills

Enterprise sales

Partner leadership

GSI/MSP experience

Channel strategy

Executive relationships

Negotiation skills

Tools

CRM tools

Job description

ProsperOps is the category leader in autonomous cloud cost optimization, founded by the leaders behind Rackspace's AWS Managed Services Business. We use sophisticated algorithms, AI, and automation to generate world class savings outcomes for AWS, Azure, and Google Cloud, while minimizing our customers' risk. We have over $5 billion dollars of cloud spend under management and serve sophisticated teams like Coinbase, Canva, SeatGeek, and TD Synnex. The cloud is incredibly powerful, but operating it cost effectively is complicated and time-consuming. Our mission is to remove complexity and deliver savings outcomes so every business can prosper in the cloud. We're a fully remote team, so 100% of our roles are open to applicants anywhere in the region in which the role is advertised.

About the Role

We are seeking a Channel Partnerships Manager to drive strategic growth with Global System Integrators (GSIs), Managed Service Providers (MSPs), and Value Added Resellers (VARs). This role will own and expand executive-level relationships, design scalable go-to-market strategies, and deliver measurable revenue impact through joint sales plays, enablement programmes, and innovative commercial models. You will act as both strategist and operator, building trusted partnerships, enabling joint teams, and engaging directly in high-value deals. This role requires a mix of partner/channel expertise, sales leadership, and execution discipline in complex, multi-market environments.

Key Responsibilities

• Partner & Channel Development 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.
• Sales Leadership & Execution 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.
• Market Insight & Feedback Monitor market trends, competitor activity, and evolving partner needs. Provide actionable feedback to product and partner teams to shape roadmaps and growth initiatives.
• Go-to-Market Strategy & Execution 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.

What You'll Bring

• 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.

Additional Expertise That Adds Value

• 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.
• Multi-lingual; preferably English, German, French or Spanish.

Why Join Us

This is a high-impact role with visibility across our Partnerships team. You'll have the opportunity to shape global Channel partnerships, influence strategic product and go-to-market direction, and drive transformational growth in collaboration with some of the world's largest partners.

ProsperOps, a Flexera company, is proud to be an equal opportunity employer. Qualified applicants will be considered for open roles regardless of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by local/national laws, policies and/or regulations.

ProsperOps understands the value that results from employing a diverse, equitable, and inclusive workforce. We recognize that equity necessitates acknowledging past exclusion and that inclusion requires intentional effort. Our DEI (Diversity, Equity, and Inclusion) council is the driving force behind our commitment to championing policies and practices that foster a welcoming environment for all.

We encourage candidates requiring accommodations to please let us know by emailing [e-mail].

The cloud is incredibly powerful, but operating it cost effectively is complicated and time-consuming. Our mission is to remove complexity and deliver savings outcomes so every business can prosper in the cloud. We're a group of technologists and economics geeks who love solving problems and serving customers. Before founding ProsperOps, we started the AWS managed services business at Rackspace and grew it into one of the world's largest AWS Premier Consulting Partners and a leader in Gartner's Magic Quadrant. From serving thousands of customers at an MSP to running a SaaS company directly, we saw firsthand the importance of cost optimization, but also how hard it was to master. Doing it well requires a rare blend of finance and engineering expertise. Over the years we've developed extensive experience with virtually every cost optimization solution, most of which overload users with recommendations and lack context to see the complete picture. DevOps and FinOps teams are smart-but busy and in a world of increasingly complex and dynamic cloud environments, ongoing cloud economic optimization requires an approach that unifies the technical and financial worlds. We want your business to prosper in the cloud - not only by saving you money, but also by giving you time back to focus on more important things.