• Verkauf von Produkten aus dem Handelsportfolio (Trading business) • Kalkulation von Angeboten im Rahmen der Preisrichtlinien • Überwachung von Aufträgen und Verträgen • Entwicklung von Kunden und Geschäftsmöglichkeiten, um das Geschäft im Einklang mit der Unternehmensstrategie auszubauen • Aufbau und Pflege enger Beziehungen zu strategischen Kunden • Verwaltung des Forderungseinzugs bei Fälligkeit und Bewertung potenzieller Risiken

• You will own the full sales cycle from lead generation to signed contract. • Generating your own pipeline (outbound, LinkedIn, email, partnerships) • Managing inbound leads and converting them efficiently • Running high-level discovery calls • Delivering persuasive sales presentations • Handling complex objections with confidence • Negotiating and closing high-ticket deals • Managing CRM and forecasting accurately • Contributing to sales strategy and growth initiatives

• Analyze customer requirements and translate them into IPOINT solutions. • Advise on Product Compliance & Sustainability and conduct discovery workshops. • Develop value-based demos, PoCs and business cases. • Build long-term customer relationships and support events and workshops. • Work closely with Product Management, project and IT teams. • Prepare RFx responses and SOWs for tailored solutions.

• Managing directly or indirectly a global team of Channel Account Managers (CAMs), Channel Operations and Channel Marketing Managers • 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 • 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