Vice President, Worldwide Channel Sales

The Role

We are seeking an experienced Channel Sales leader to manage and scale Azul’s global channel and alliances programs.
 
Reporting directly to the Chief Revenue Officer (CRO), the VP of Worldwide Channel Sales drives partner-sourced new logo acquisition and expands existing-account ARR through the global partner ecosystem — including VARs, SIs, GSIs, Distributors, hyperscalers and cloud marketplaces, and technology alliances.
 
This role owns the people, systems, programs, tools and marketing motions that attract, recruit, enable and scale our partners worldwide. 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.

What You'll Do (aka 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 a global team of Channel Account Managers (CAMs), Channel Operations and Channel Marketing Managers, with both direct and dotted-line reporting relationships across AMER, EMEA and APAC
• 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
• Owning Azul’s hyperscaler and cloud marketplace go-to-market motion (AWS, Microsoft Azure, Google Cloud), including co-sell program enrollment, marketplace listing strategy, and joint pipeline development with cloud field sales teams
• Building and managing executive-level relationships with strategic GSIs (e.g., Accenture, Deloitte, Wipro, TCS, Infosys) to position Azul within Java modernization and Oracle Java replacement engagements
• Representing Azul’s partner strategy and performance to the executive team and Board, including quarterly business reviews and all partner contribution reporting

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
 

What You'll Bring (aka Experience, Skills)

• 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
• Willingness and ability to travel internationally (estimated 40–50%) to support partners, regional teams and customer engagements across AMER, EMEA and APAC
• Demonstrated experience presenting partner strategy and results to executive leadership and Boards, ideally in a PE-backed or growth-stage software environment

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