Azul is seeking a Global Channel Operations Manager to join our Global Revenue Operations team. Reporting to the Vice President, Revenue Operations, this role will manage the programs and infrastructure that support Azul’s global channel ecosystem.
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.
