Global Channel Operations Manager

The Role

Our Global Channel Operations Manager will have experience in a high-performing, subscription-based company and a proven ability to support a robust two-tier channel model spanning distributors and resellers. The ideal candidate will prioritize operational readiness, process efficiency, and effective systems.

What You'll Do (aka the Responsibilities):

• Partner with the VP of Global Channel Sales to provide direct day-to-day support of the Azul Channel Team.
• Own and manage the Channel Partner Program.
• Administer partner rebates, referral fees, and Market Development Funds (MDF) programs, including payment tracking and processing.
• Coordinate Azul resources to ensure the highest level of partner engagement.
• Manage Azul’s Partner Relationship Management (PRM) platform, partner portal and vendor relationship (Impartner).
• Manage partner data and information within Salesforce.com, including end-to-end ownership of deal registration processes and channel reporting/dashboards.
• Provide regular (weekly, monthly, quarterly) reporting pertaining to the partner sales and partner ecosystem performance.
• Manage partner on-boarding process and compliance ensuring easy registration and access to Azul resources and content.
• Develop, publish and maintain partner training content in PRM, and manage certification data and compliance reporting.
• Administer partner-facing content platform (Highspot or equivalent) — deal registration guides, price books, program terms & conditions, and partner communications.
• Manage partner contracting, including reseller, distributor, and referral agreements, using an e-signature/contract lifecycle tool (e.g. DocuSign).
• Own the partner support ticketing queue (e.g. Jira Service Management), triaging and resolving partner-submitted issues.
• Support Alliance/Marketplace operations (e.g., AWS, GCP) including listing maintenance and cross-team syncs.
• Partner with Channel Sales leadership (and Finance, Marketing, and Legal as needed) to implement and continuously improve the Partner Program, including compliance monitoring and incentive/rebate program design.

What You’ll Bring (aka Experience, Skills, Education):

• 5+ years in Sales Operations, Channel Operations, or Channel Management.
• Demonstrated expertise in providing sales support to multiple levels both within the organization and within a partner/distribution environment.
• Demonstrated experience managing partner programs.
• Undergraduate degree, preferred
• Experience administering a PRM/partner portal platform (e.g. Impartner), Salesforce.com, and a contract/e-signature tool (e.g. DocuSign).
• Experience with partner enablement or sales content platforms (e.g., Highspot) and, ideally, business intelligence (BI)/reporting tools (e.g., Qlik) and commission/incentive platforms (e.g., CaptivateIQ).
• Strong written and verbal communication skills, with the ability to clearly and effectively articulate Azul’s value and business practices.
• Organized, detail- and process-oriented.
• Self-starter, willing to take a leadership role in driving initiatives in support of the channel with the ability to work effectively in a team environment.
• Ability to manage multiple tasks and use good judgment in resolving difficult issues.
• Ability to coordinate Azul cross-department resources to execute a complex sales strategy and drive partner growth.