Channel Account Manager

About the Role

Azul is looking for a dynamic and driven Channel Account Manager to expand its channel partnerships across Germany. This pivotal position requires a self-starter who enjoys engaging with prospects and closing deals of various sizes, including multi-million dollar contracts with Fortune 500 companies.

Key Responsibilities

• Identify potential reseller partners and evaluate their fit within Azul's channel program.
• Educate potential partners on program criteria, expectations, and benefits to foster engagement.
• Develop and nurture sales opportunities generated through both prospecting and marketing efforts.
• Respond quickly and effectively to inbound inquiries from partners, qualifying prospects to move them through the sales pipeline.
• Coordinate closely with sales and marketing colleagues to strategize and enhance partner productivity.
• Establish and implement a comprehensive plan to recruit new channel partners in Germany.
• Maintain detailed and accurate records of sales activities and lead statuses within Salesforce (SFDC).
• Provide thorough updates on recruitment progress to the Account Executives and Vice President of Sales in the region.
• Conduct training and enablement sessions for new and existing partners using the dedicated partner portal.
• Keep meticulous documentation of all partner communications, including calls, emails, demos, and tasks, in accordance with company policies.
• Occasional travel throughout the region to support channel initiatives.

Qualifications and Experience

• Over 10 years of channel sales experience working with leading global partners such as SoftwareOne, Insight, SHI, and Logicalis in Germany.
• At least 5 years of hands-on experience with development platforms or tools.
• Bachelor’s degree required; MBA considered an advantage.
• Prior direct sales experience is beneficial.
• Familiarity with Salesforce (SFDC) and Clari platforms preferred.
• Exceptional written and verbal communication skills.
• Strong organizational and time management capabilities.
• Proven ability to negotiate effectively and close deals.

Benefits and Company Culture

• Comprehensive pay packages and healthcare benefits.
• Employee referral incentives.
• Support for work-life balance including remote work options, paid time off, company-wide holidays, and shutdowns.
• Opportunity to collaborate with global leaders contributing to the Java ecosystem.

Core Values include:

• Customer-centric approach with dedication to excellence and innovation.
• Encouragement of initiative, influence, integrity, and transparency.
• Commitment to diversity, inclusion, and teamwork.

Additional Information

Employment at Azul is conditional upon successful reference and background checks. The company may employ AI-assisted tools during the hiring process to analyze applications and detect inconsistencies, but all final decisions are made by human specialists. For inquiries about data handling during recruitment, candidates may contact Azul directly.