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Vice President Worldwide Channel Sales

2 weeks, 3 days ago
United States
Full-time
Executive
Head of Sales
Sales and Business Development
Java Salesforce
Apply Now
Azul

Azul

Azul Systems is a venture-backed company founded in 2002, specializing in providing high-performance Java solutions for enterprise workloads. Their products include Zing, a JVM optimized for x86 servers, and Zulu, a certified build of OpenJDK for vario...

Internet Software & Services
251-1K
Founded 2002
$82M raised
View All Jobs 17

Description

  • Lead Azul’s worldwide channel go-to-market strategy and build the global channel infrastructure, including people, systems, tools, and marketing programs.
  • Manage a global team of Channel Account Managers, Channel Operations, and Channel Marketing Managers directly or indirectly.
  • Deliver partner-sourced and partner-influenced ACV bookings, new logo acquisition, and ARR contribution targets.
  • Oversee channel operations including systems, reporting, certifications, incentives, deal registration, and MDF.
  • Identify, recruit, onboard, and enable high-potential partners such as VARs, SIs, GSIs, distributors, and technology alliances.
  • Work closely with regional sales leaders to drive partner-sourced pipeline creation and co-sold opportunities.
  • Collaborate with marketing to develop joint demand-generation programs with partners and support qualified pipeline creation.
  • Increase cross-sell and upsell opportunities within Azul’s existing customer base through the partner ecosystem.
  • Track and report channel performance metrics, including bookings, pipeline quality, deal registration compliance, win rate, deal size, and booking linearity.
  • Educate prospective partners on program requirements, deliverables, and compliance expectations.

Requirements

  • 15+ years of experience in channel sales.
  • At least 5 years of experience managing global channel sales teams across multiple regions, including the Americas, EMEA, and APAC.
  • 10+ years of experience in one or more of the following sectors: SaaS, DevOps, Open Source, Software Asset Management, IT Asset Management, Application Performance Management, or 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 communication skills.
  • Excellent time management and organizational skills.
  • Strong negotiating skills.

Benefits

  • Remote and hybrid work environments.
  • Competitive salaries plus bonuses or commissions.
  • Flexible work arrangements with paid time off, sick time, and holidays.
  • Annual week-long company shutdown.
  • Healthcare and well-being benefits, including medical and dental coverage.
  • 401(k) plan.
  • Employee Referral Program.
  • Equity participation and variable pay eligibility.

Interested in this position?

Apply directly on the company website

Apply Now

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