Director, Channel Partnership

Flexera; United States; On-site; USD 150,000 - 210,000; Full time

Job summary

ProsperOps, a Flexera company, seeks a Director of Channel Partnerships to lead and grow a high-impact channel team. You will forge executive relationships with MSPs, VARs, CSPs, SIs, GSIs and other partners while shaping strategy and scalable programs that accelerate revenue and partner success.

You will collaborate with Sales, Marketing, CS, Product, and GTM to align initiatives, drive joint GTM plans, and ensure disciplined forecasting and partner execution across a fast-moving,

Qualifications

• Proven track record in channel partnerships and partner sales leadership.
• Experience building executive relationships with MSPs, VARs, CSPs, SIs, GSIs, and ecosystem partners.
• Strong communication skills and executive presence for cross-functional alignment.

Responsibilities

• Lead, coach, and develop a high-performing team of Channel Managers.
• Establish clear goals, performance expectations, and accountability.
• Coach on partner strategy, executive engagement, pipeline creation, and joint GTM execution.
• Own execution against partner-sourced pipeline and revenue objectives.
• Build and maintain executive relationships across key channel partners.
• Collaborate to translate partnerships strategy into scalable programs.
• Improve partner segmentation, onboarding, and business planning.
• Drive alignment with Sales, Marketing, CS, Product, and GTM teams.
• Provide feedback from partners to influence GTM and product direction.

Skills

Channel partnerships

Partner sales

Alliances

Executive communication

Coaching/mentoring

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‑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

What 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 model

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‑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 knew there had to be a better way—so we started ProsperOps. We build tooling and combine it with expertise to help you conquer cloud economics. 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.