AVP, Channel

Responsibilities

• Own the global Channel Partnerships function: set strategy for Braze's indirect go-to-market, lead the rebuild of the Value Added Reseller (VAR) program, and hold regional Reseller Sales Managers accountable to a consistent global approach across AMER, EMEA, and APJ
• Lead, develop, and performance-manage a team of regional Reseller Sales Managers, each responsible for their own markets and partner books of business
• Own global indirect ACV and GRR targets, consolidating VAR and OEM performance into a single view for the VP, Partnerships and CRO office
• Rebuild the Value Added Reseller program from the ground up: partner with a Program Manager to define tiering, commercial thresholds, rules of engagement with Sales, onboarding standards, and the playbook resellers need to operate effectively and grow within the program
• Establish and govern a VAR health framework: scorecards, performance dashboards, and a consistent approach to holding partners accountable for ACV, GRR, and coverage commitments
• Own Braze's OEM partnerships: manage existing OEM agreements where Braze technology is embedded in a partner's product, define the commercial model, and identify new OEM opportunities that expand Braze's market reach without direct sales cost
• Drive geographic expansion through the indirect channel: identify, recruit, and enable resellers in markets where Braze lacks direct coverage, with active priority on regions including LATAM and Eastern Europe
• Play an active role in executive relationships with Braze's most strategically significant VAR and OEM partners, including joint business planning, executive QBRs, and commercial negotiation
• Define the rules of engagement between Channel and direct Sales: territory mapping, deal registration, co-sell protocols, and conflict resolution processes
• Partner directly with VP, Partnerships, the CRO office, and Sales AVPs to embed the channel motion as a structural part of how Braze goes to market globally
• Collaborate cross-functionally with to ensure the Channel programs are properly resourced, enabled, and commercially supported
• Travel regularly across AMER, EMEA, and APJ to maintain regional presence, build partner relationships, and engage with leadership on the ground

Requirements

• 10+ years in alliances, or channel sales in B2B SaaS
• Demonstrated experience owning a multi-regional or global Channel Partnerships function: you can speak clearly to how you set strategy across markets at different maturity levels and how you held regional Reseller Sales Managers accountable to it
• Track record of influencing VP and C-suite level decisions in a Sales organisation - you have shaped how a CRO or Sales VP thinks about the Channel partner motion, not just earned trust with Sales Directors
• Experience building or significantly redesigning a Channel Partnerships opera

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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