AVP, Partner Sales

Responsibilities

• Own the global Partner Sales function: set strategy, build the operating model, and hold three regional Directors accountable to a consistent global approach across AMER, EMEA, and APJ
• Lead, develop, and performance-manage three Director and Senior Director-level direct reports, each managing their own regional teams of Partner Sales Managers - total team of approximately 15
• Own global partner-influenced and partner-sourced revenue targets, consolidating regional performance into a single view for the VP, Partnerships and CRO office
• Define and implement a consistent global partner coverage framework: territory-to-partner mapping methodology, rules of engagement with Sales, and PQL qualification standards across all regions
• Drive the partner-first field motion at VP and CRO level - shaping how Revenue leadership thinks about the partner motion, not just enabling the field
• Own and govern partner attach rates on new business globally, directly enabling the company objective of having 80% of new business onboarded by delivery partners
• Carry executive relationships with Braze's most strategic global partners - including Deloitte, Accenture, WPP, Publicis, Merkle, AWS, and Google Cloud - at VP and C-suite level, including joint business planning and executive QBRs
• Partner directly with VP, Partnerships, the CRO office, and Sales AVP leadership to embed partner-first selling as a structural part of the Revenue org
• Collaborate cross-functionally with Partner Experience, Partner Services, Partner Marketing, and GTM Operations to ensure the partner commercial motion is supported by a coherent global ecosystem strategy
• Travel regularly across AMER, EMEA, and APJ to maintain regional presence, build partner relationships, and support regional Sales leadership engagement

Requirements

• 10+ years in partner sales, alliances, or channel sales in B2B SaaS, with at least 3 years at Director level or above managing other managers - not just individual contributors
• Demonstrated experience owning a multi-regional or global partner sales function: you can speak clearly to how you set strategy across markets at different maturity levels and how you held regional leaders accountable to it
• Track record of influencing VP and C-suite level decisions in a Sales organization - you have shaped how a CRO or Sales VP thinks about the partner motion, not just earned trust with AEs and Sales Directors
• Deep familiarity with all major partner types - SI/Delivery, Technology/ISV, cloud hyperscalers, and agency/holding company partners - at an executive relationship level, not just an operational one
• Experience building or significantly redesigning a Partner Sales operating model, including coverage frameworks, rules of engagement with Sales, and performance management for regional Directors
• Strong understanding

Benefits

Additional Information

At Braze, we have found our people. We're a genuinely approachable, exceptionally kind, and intensely passionate crew. We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity - inside and outside our organization. To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success. Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture. If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If Braze sounds like a place where you can thrive, we can't wait to meet you.

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