Director, Channel Partnership

Flexera; Northern (KY); Remote; USD 130,000 - 210,000; Full time

Job summary

ProsperOps, a Flexera company, seeks a Director of Channel Partnerships to lead and grow a high-performing team focused on strategic MSPs, VARs, CSPs, SIs, and GSIs. You will set strategy, coach leaders, build executive relationships, drive partner-sourced pipeline, and align cross-functional teams to execute joint GTM plans.

This fully remote role offers the opportunity to shape ProsperOps' channel ecosystem and deliver measurable revenue impact across the region.

Qualifications

• 7+ years in channel partnerships or related indirect sales roles.
• Proven ability to coach and develop Channel Managers.
• Experience building executive relationships with MSPs, VARs, CSPs, SIs, GSIs.
• Strong communication and cross-functional collaboration.
• Ability to convert partner strategy into pipeline and revenue.
• Experience with B2B SaaS and cloud infrastructure.

Responsibilities

• Lead and develop a high-performing team of Channel Managers.
• Set goals, expectations, and accountability for the team.
• Manage partner strategy, executive engagement, and joint GTM.
• Drive partner-sourced pipeline and revenue objectives.
• Maintain executive relationships with key partners and translate strategy into programs.
• Collaborate with Sales, Marketing, CS, Product to align on opportunities.

Skills

Channel partnerships

Partner sales

Alliances

Indirect sales

Executive relationships

B2B SaaS

Cloud infrastructure

FinOps

Coaching

Communication

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**ProsperOps is looking for a **Director of Channel Partnerships** to lead and develop our team of Channel Managers while accelerating the growth and impact of our channel ecosystem.This is a player/coach leadership role. The ideal candidate can set strategy, develop a high-performing team, build executive-level partner relationships, and roll up their sleeves when needed to help the team win.This leader will bring low ego, high accountability, strong commercial instincts, and exceptional communication skills. Success will be measured not only by channel growth, but by the performance and development of the team they lead.**What You'll Do*** Lead, coach, and develop a high-performing team of Channel Managers responsible for growing ProsperOps' strategic channel relationships* Establish clear goals, performance expectations, and accountability across the team* Coach the team on partner strategy, executive engagement, pipeline creation, deal progression, and joint GTM execution* Own execution against partner-sourced pipeline and revenue objectives, ensuring strong pipeline management and forecast discipline* Build and maintain executive relationships across strategic MSPs, VARs, CSPs, SIs, GSIs, and other key channel partners* Partner with the Head of Global Partnerships to translate the broader partnerships strategy into scalable programs and consistent field execution* Improve partner segmentation, onboarding, enablement, business planning, QBRs, and overall partner productivity* Collaborate closely with Sales, Marketing, Customer Success, Product, and other GTM teams to create alignment around partner opportunities and joint execution* Bring insights from partners and the field back into the organization to influence GTM strategy, programs, and product direction**What We're Looking For*** +7 years experience in channel partnerships, partner sales, alliances, or indirect sales, ideally within B2B SaaS, cloud infrastructure, FinOps, or enterprise technology* Demonstrated success leading, coaching, and developing Channel Managers, Partner Managers, or Alliance Managers* Experience building executive relationships with MSPs, VARs, CSPs, SIs, GSIs, cloud ecosystem partners, or similar technology channels* A true player/coach mentality with high emotional intelligence; comfortable setting direction and holding the team accountable while being willing to get directly involved when your experience can help the team win* Low ego and high accountability. You prioritize team and company outcomes over personal recognition and are comfortable giving and receiving direct feedback* Exceptional communication and executive presence, with the ability to communicate clearly and credibly with individual contributors, executives, partners, and customers* Strong commercial instincts and the ability to connect partner strategy and activity to pipeline, revenue, and customer outcomes* Strong operational discipline around pipeline management, forecasting, partner planning, and performance measurement* Ability to bring structure to ambiguity and operate effectively in a fast-moving, scaling organization**How Success Will Be Measured*** Partner-sourced pipeline and closed-won revenue* Growth and productivity of strategic channel partners* New partner activation and accelerate time to impact for new partners* Pipeline conversion and forecast accuracy* Execution of joint business plans with priority partners* Channel Manager performance, development, and growth* Cross-functional alignment and partner experience* Development of a scalable and repeatable channel operating modelProsperOps, 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.