Channel Account Manager

Azul Systems, Inc.; Sydney; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Comprehensive compensation and health‑

Healthcare packages

Remote-first work environment

Paid time off and holidays

Job summary

Azul Systems, Inc. is seeking an experienced Channel Account Manager to build and manage the channel across Australia, closing multi-million dollar deals with Fortune 500 companies.

The role involves researching potential partners, educating prospects on Azul offerings, and turning leads into qualified opportunities with marketing and sales collaboration. You will travel across the region, maintain partner records, and enable partners via the portal to drive growth.

Qualifications

• Minimum 10+ years' experience in Channel sales with major partners in Australia.
• Minimum 5+ years' knowledge of development platforms/tools is preferred.
• Bachelor’s Degree; MBA is a plus; direct sales experience is advantageous.

Responsibilities

• Identify and qualify prospective partners to resell Azul products across Australia.
• Educate partners on the partner program, requirements and deliverables.
• Develop opportunities from prospecting and marketing-generated leads.
• Promptly respond to inbound leads from partners and qualify them.

Skills

Channel sales

Partner programs

Lead qualification

Prospecting

Negotiation

Verbal/written communication

Education

Bachelor’s Degree

MBA

Tools

SFDC

Clari

Job description

Azul seeks an experienced and enthusiastic Channel Account Manager to build the channel across Australia. This is an exciting role that demands initiative and enthusiasm. You will help close small and large (multi-million dollar) complex deals with Fortune 500 companies.

This role must research potential partners, connect with and educate prospects on our product offerings and qualify the leads. The primary focus will be to turn leads into qualified opportunities by partnering with marketing and sales to create and execute on program.

What You’ll Do (aka Responsibilities)

• Identify and qualify prospective partners to resell Azul products to their customer base and via a partner program
• Educate prospective partners on the partner program, requirements and deliverables
• Develop opportunities for prospecting and marketing generated leads
• Promptly and efficiently respond to, engage with and qualify inbound leads and inquiries from partners
• Collaborate with sales and marketing team members on strategic sales approaches as it relates to partner productivity
• Develop and execute a strong and effective prospecting plan of attack for new partners in Australia.
• Ensure successful follow through of sales cycle by maintaining accurate activity and lead qualification information in SFDC
• Provide in depth information to both the Account Executives and the VP Sales in the region regarding recruitment efforts
• Conduct new partner and ongoing enablement and training using the partner portal
• Maintain accurate and thorough records for partner calls, emails, notes, tasks, demos and other relevant information in compliance with organization policy
• Travel required across the region from time to time

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

• Minimum 10+ years' experience in Channel sales working with global top tier partners such as SoftwareOne, Insight, SHI, Logicalis, etc. throughout Australia.
• Minimum 5+ years' knowledge or experienceworking with development platforms or development tools.
• Bachelor’s Degree and MBA is a plus
• Any prior direct sales experience will be an advantage as well
• Experience in SFDC and Clari preferred
• Strong verbal and written communications
• Excellent time management and organization skills
• Strong negotiating skills

What we Offer

• Comprehensive compensation and healthcare packages
• Referral Program
• Work-life balance, remote-first, paid time off, company shutdown, holidays
• Work with top experts worldwide whom contribute to the Java ecosystem

Our Culture & Values

• Maniacal Customer Focus
• Innovation & Excellence
• Initiative & Courage
• Impact & Influence
• Integrity & Transparency
• Diversity, Inclusion & Teamwork

Employment at Azul is contingent upon the completion of reference and background checks.