Vice President, Worldwide Channel Sales

🕒 il y a 12 jours

🇺🇸 États-Unis – Télétravail

💵 $190 000 - $240 000 / an

⏰ Temps Plein

🔴 Expert

🤑 Commercial

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Azul

Site WebLinkedInTous les Emplois

201 - 500 employés

Fondée en 2002

☁️ SaaS

🏢 Entreprise

💰 €40 000 000 Series F en 2007-09

Software & Technology • SaaS • Enterprise

Azul est une entreprise spécialisée dans une plateforme Java haute performance qui offre une vitesse accrue, une efficacité au démarrage et une réduction des coûts cloud, sans nécessiter de modifications du code. L’entreprise propose des produits tels qu’Azul Zulu et Azul Zing, qui s’intègrent à sa plateforme pour améliorer les performances applicatives et l’efficacité DevOps. Azul accompagne de nombreux secteurs, notamment la distribution, l’e‑commerce, les services financiers et la technologie, en prenant en charge des applications Java critiques dans le monde entier. Ses solutions sont centrées sur l’optimisation des coûts cloud et la transformation numérique, avec des tarifs compétitifs et un support expert 24h/24, 7j/7. Azul est reconnue pour l’excellence de son infrastructure Java, offrant un support incomparable et une satisfaction client de premier plan.

Description

• 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

🎯 Exigences

• 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

🏖️ Avantages

• 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