7+ years in channel partnerships or indirect sales, preferably in B2B SaaS or cloud technology
Proven track record in leading and developing Channel or Partner Managers
Experience building executive relationships with key technology partners
Player/coach mentality with high emotional intelligence
Low ego, high accountability, prioritizing team success
Exceptional communication skills with strong executive presence
Strong commercial instincts linking partner strategy to revenue outcomes
Operational discipline in pipeline management and performance measurement
Responsibilities
Lead and develop a high-performing team of Channel Managers
Set clear goals and performance expectations for the team
Coach on partner strategy, pipeline creation, and joint execution
Own partner-sourced pipeline and revenue objectives
Build and maintain executive relationships with strategic partners
Translate broader partnerships strategy into scalable programs
Enhance partner onboarding, enablement, and productivity
Collaborate with cross-functional teams to align on partner opportunities
Benefits
Opportunity to lead and shape a growing channel ecosystem
Collaborative work environment with cross-functional teams
Focus on professional development and team growth
Engagement with executive-level partners
Dynamic and fast-paced work culture
Emphasis on accountability and team success
Full Job Description
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 model
About Flexera Software
Flexera Software is a software company that provides solutions for software and technology vendors. The company's products help software vendors manage and monetize their software products, while also providing insights into software usage and compliance. Flexera Software's solutions are used by a wide range of companies, from small startups to large enterprises. The company was founded in 1987 and is headquartered in Itasca, Illinois.
