Vice President Worldwide Channel Sales

The Role

We are seeking an experienced Channel Sales leader to manage and optimize our Worldwide Channel go-to-market model. Reporting directly to the Chief Revenue Officer (CRO), the VP of Worldwide Channel Sales is responsible for building out Azul's global channel infrastructure; including people, systems, tools, and marketing programs to attract, recruit and enable key VARs, SIs and Distributors.

This is a revenue-accountable leadership role requiring a builder's mindset and a proven track record of driving partner-sourced pipeline creation, channel-influenced ARR growth, and closed-won business through partners. The ideal candidate will combine strategic program-building expertise with hands-on execution, working closely with regional sales leaders to maximize both new logo acquisition and cross-sell and upsell into Azul's existing customer base through the partner ecosystem.

Responsibilities

• 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

Skills/Experience

• 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

What We Offer

• Remote