Vice President Worldwide Channel Sales
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AI Summary
The Company
Azul Systems, Inc. is the only company 100% focused on Java. Our mission is to help companies manage and secure their Java based application infrastructure while improving Java application performance and cloud cost optimization.
Azul is a fast-growing, remote-first organization that provides plenty of opportunities to broaden your skills, try new things and advance your career. While other tech firms are experiencing hiring freezes and layoffs, we are hiring! Azul is well suited to thrive in challenging market conditions due to our long history of innovation, our large and happy customer base (800+ Enterprise customers with active ARR) and a strong financial position. We are looking to hire impact-makers with growth mindsets who are passionate about solving customer challenges around cloud cost optimization, performance-driven applications and anything related to Java.
\nWorking in close partnership with Regional Vice Presidents (RVP) of Sales in the Americas, EMEA and APAC, as well as the Marketing, Product Management, Customer Success and Revenue Operations teams, the VP WW Channel Sales is responsible for
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Managing directly or indirectly a global team of Channel Account Managers (CAMs), Channel Operations and Channel Marketing Managers
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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.
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Building and overseeing Azul’s Global Channel Program and Operations including; systems, reporting, certifications, incentives, deal registration, MDF
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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
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Educating prospective partners on the partner program, requirements and deliverables
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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
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Partner-sourced and partner-influenced ACV bookings and ARR contribution vs. target
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Partner-sourced opportunity creation (volume and quality), deal registration compliance, and channel pipeline coverage ratio
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Partner compliance with the terms of the Azul Partner Connect Program
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Channel win rate and average deal size on partner-involved and partner sourced opportunities
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Booking linearity (quarterly ramp of partner-sourced pipeline and closed business)
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Partner-sourced cross-sell and expansion ARR within Azul’s existing customer base
Skills/Experience
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15+ years of experience in channel sales, with a minimum of 5 years managing global channel sales teams across multiple regions (Americas, EMEA, APAC)
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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
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Bachelor’s degree required; MBA or Master’s degree is a plus
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Proficiency in Salesforce (SFDC) for pipeline management, partner tracking, deal registration, and channel revenue reporting; familiarity with PRM platforms and partner enablement tools
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Strong verbal and written communications
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Excellent time management and organization skills
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Strong negotiating skills
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Remote and hybrid work environments
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Competitive salaries and bonuses or commissions
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Work-life balance:
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Flexibility, paid time off, sick time and holidays
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Annual week-long company shutdown
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Healthcare and well-being benefits
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Employee Referral Program
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Equity Participation
Our Culture & Values:
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Maniacal Customer and Partner focus
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Innovation & excellence
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Initiative and courage
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Impact and influence
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Integrity and transparency
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Diversity, inclusion and teamwork
This job is also eligible for commission/variable pay. Individual base salaries are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our benefit package includes medical and dental coverage, 401(k) plan, and a wide range of paid time off options.
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