Vice President, Worldwide Channel Sales

🕒 Maio 28

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $190.000 - $240.000 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Vice-presidente

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Azul

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2002

☁️ SaaS

🏢 Corporativo

💰 $40.000.000 Series F em 2007-09

Software & Technology • SaaS • Enterprise

A Azul é uma empresa especializada em uma plataforma Java de alto desempenho que oferece maior velocidade, eficiência no início (startup) e redução nos custos de nuvem sem exigir alterações no código. A empresa fornece produtos como Azul Zulu e Azul Zing, que fazem parte de suas ofertas de plataforma voltadas para o desempenho aprimorado de aplicações e eficiência em DevOps. A Azul atende a uma variedade de indústrias, incluindo varejo, e-commerce, serviços financeiros e tecnologia, suportando aplicações Java críticas em todo o mundo. Suas soluções se concentram na otimização de custos de nuvem e transformação digital, apoiadas por preços competitivos e serviço especializado 24/7. A Azul é reconhecida por sua excelência em infraestrutura Java, oferecendo suporte e satisfação ao cliente incomparáveis.

Descrição

• Managing directly or indirectly a global team of Channel Account Managers (CAMs), Channel Operations and Channel Marketing Managers • Delivering on Azul’s partner-sourced and partner-influenced ACV bookings targets, new logo acquisition goals, and ARR contribution targets, with accountability for both closed-won business through partners and partner-influenced deals co-sold with the direct sales team. • Building and overseeing Azul’s Global Channel Program and Operations including; systems, reporting, certifications, incentives, deal registration, MDF • Identifying, recruiting, and onboarding high-potential partners — including VARs, SIs, GSIs, and technology alliances — with a focus on partners who can open new markets, drive net-new pipeline, and expand Azul’s reach into both net-new accounts and cross-sell opportunities within our existing customer base • Educating prospective partners on the partner program, requirements and deliverables • Collaborating with regional RVPs and the marketing team to develop joint demand-generation programs with partners, driving qualified pipeline creation and ensuring strong linearity in partner-sourced opportunity registration throughout the year • Measurement: Partner-sourced and partner-influenced ACV bookings and ARR contribution vs. target; Partner-sourced opportunity creation (volume and quality), deal registration compliance, and channel pipeline coverage ratio; Partner compliance with the terms of the Azul Partner Connect Program; Channel win rate and average deal size on partner-involved and partner sourced opportunities; Booking linearity (quarterly ramp of partner-sourced pipeline and closed business); Partner-sourced cross-sell and expansion ARR within Azul’s existing customer base

🎯 Requisitos

• 15+ years of experience in channel sales, with a minimum of 5 years managing global channel sales teams across multiple regions (Americas, EMEA, APAC) • Minimum of 10+ years of experience in one or more of the following technology sectors: SaaS, DevOps, Open Source, Software Asset Management, IT Asset Management, Application Performance Management, Oracle Java • Bachelor’s degree required; MBA or Master’s degree is a plus • Proficiency in Salesforce (SFDC) for pipeline management, partner tracking, deal registration, and channel revenue reporting; familiarity with PRM platforms and partner enablement tools • Strong verbal and written communications • Excellent time management and organization skills • Strong negotiating skills

🏖️ Benefícios

• Remote and hybrid work environments • Competitive salaries and bonuses or commissions • Work-life balance: • Flexibility, paid time off, sick time and holidays • Annual week-long company shutdown • Healthcare and well-being benefits • Employee Referral Program • Equity Participation