Vice President, Worldwide Channel Sales

Azul

VP of Worldwide Channel Sales at Azul Systems leading global channel strategy to optimize Java application performance. Drive partner growth and revenue in a remote-first work environment.

Posted 5/28/2026full-timeRemote • 🇺🇸 United StatesLead💰 $190,000 - $240,000 per yearWebsite

Tech Stack

Tools & technologies

JavaOpen SourceOracleSFDC

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

channel salespartner managementpipeline managementdeal registrationrevenue reportingnegotiationSaaSDevOpsOpen SourceApplication Performance Management

Soft Skills

communicationtime managementorganizationleadership

Certifications

Bachelor's degreeMBA