Vice President, Worldwide Channel Sales

🕒 May 28

🇺🇸 United States – Remote

💵 $190k - $240k / year

⏰ Full Time

🔴 Lead

👔 Vice President

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Azul

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2002

☁️ SaaS

🏢 Enterprise

💰 $40M Series F on 2007-09

Software & Technology • SaaS • Enterprise

Azul is a company specializing in a high-performance Java platform that offers improved speed, startup efficiency, and reduced cloud costs without requiring code changes. The company provides products such as Azul Zulu and Azul Zing, which form part of its platform offerings targeting enhanced application performance and DevOps efficiency. Azul serves a range of industries including retail, e-commerce, financial services, and technology, supporting mission-critical Java applications globally. Their solutions focus on cloud cost optimization and digital transformation, supported by competitive pricing and expert 24/7 service. Azul is recognized for its excellence in Java infrastructure, offering unparalleled support and customer satisfaction.

📋 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

🎯 Requirements

• 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

🏖️ Benefits

• 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