AVP Partner Sales

Braze•Chicago, IL

3d•$163,000 - $256,000•Hybrid

About The Position

The Area Vice President, Partner Sales for AMERICAS is responsible for the full partner sales motion across AMER and LATAM, encompassing both direct and indirect sales. This role involves setting the regional strategy for go-to-market through partners, defining operational processes across two markets with varying maturity levels, and achieving commercial outcomes through co-sell and indirect channels. The position reports to the SVP, Partnerships and collaborates with VP Sales for AMER and LATAM to integrate partner-led strategies into revenue operations.

Requirements

15+ years in partner sales, alliances, or channel sales in B2B SaaS.
At least 7-8 years at Senior Director or AVP level.
Experience owning a multi-regional revenue number spanning both direct co-sell and indirect motions.
Demonstrated experience operating as a peer to VP-level Sales leadership.
Proven track record leading Channel Sales teams: managing Reseller Sales Managers, holding indirect revenue targets, and building or rebuilding reseller programs including tiering, rules of engagement, and enablement.
Comfortable operating across markets at different stages of maturity (e.g., disciplined, direct-led co-selling in AMER while building indirect coverage in LATAM).
Experience working across partner types: Agency/SI/Delivery, Technology (cloud hyperscalers, ISVs), and Channel/VAR.
Demonstrated ability to define rules of engagement between direct and indirect sales motions and resolve channel conflict.
Comfortable using account mapping tools such as Crossbeam or equivalent to prioritize co-sell motions.
Track record of creating operating models and playbooks from scratch.

Nice To Haves

MarTech or adjacent SaaS ecosystem knowledge strongly preferred, with an emphasis on how composable tech stacks create partnership opportunities.

Responsibilities

Own the full partner sales motion across AMER and LATAM, including direct and indirect sales.
Set the regional strategy for Braze's go-to-market through partners.
Define the operational model for partner sales across AMER and LATAM, adapting to market maturity differences.
Manage Partner Sales Managers responsible for Enterprise, General Business, Commercial, and LATAM segments, focusing on direct co-sell with Delivery, Technology, and Marketplace partners.
Manage Reseller Sales Managers driving indirect ecosystem motions and achieving ACV and GRR targets.
Develop and maintain senior relationships with Platinum-tier partners such as Deloitte, Accenture, WPP, Publicis, and Merkle.
Utilize tools like Salesforce, Crossbeam, Tackle, Clari, and Looker to track partner engagement, impact, and report on performance to senior leadership.
Build a partner bench where the right technology, marketplace, and delivery partners are activated on relevant accounts and opportunities.
Establish and maintain a reseller program with governance and discipline.
Ensure partner-led engagements reflect positively on Braze and set the standard for partner representation in AMER and LATAM.
Define the partner sales strategy for two markets at different stages of maturity.
Build operating models and playbooks where they do not currently exist.
Lead a blended team of Partner Sales Managers and Reseller Sales Managers with clear targets and accountability.
Operate as a peer to VP Sales AMER and VP Sales LATAM, embedding partner-led strategies into their pipeline reviews, forecasts, and QBRs.
Translate the partner strategy into actionable playbooks for the team, Sales leadership, and the SVP, Partnerships.
Define rules of engagement between direct and indirect sales motions and resolve channel conflict.
Leverage account mapping tools such as Crossbeam or equivalent to prioritize co-sell motions.

Benefits

Competitive compensation that may include equity
Retirement and Employee Stock Purchase Plans
Flexible paid time off
Comprehensive benefit plans covering medical, dental, vision, life, and disability
Family services that include fertility benefits and equal paid parental leave
Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend
A curated in-office employee experience, designed to foster community, team connections, and innovation
Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching
Employee Resource Groups that provide supportive communities within Braze
Collaborative, transparent, and fun culture recognized as a Great Place to Work®