Job Description
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.
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
Working 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
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 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
Our Culture & Values:
Maniacal Customer and Partner focus
Innovation & excellence
Initiative and courage
Impact and influence
Integrity and transparency
Diversity, inclusion and teamwork
$190,000 - $240,000 a year
We offer a comprehensive compensation and benefits package where you’ll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job $190,000-$240,000.
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.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
