AVP Partner Sales

Braze•New York City, NY

3d•Hybrid

About The Position

At Braze, we are building a strong ecosystem of partners to extend our reach, deepen customer relationships, and deliver outcomes that no single company can achieve alone. The Area Vice President, Partner Sales for AMERICAS will own the full partner sales motion across AMER and LATAM, setting the regional strategy for how Braze goes to market through partners, defining operational processes across two markets of different maturity levels, and being accountable for commercial outcomes. This role reports to the SVP, Partnerships and collaborates with the VP Sales for AMER and VP Sales for LATAM to embed partner-led strategies into revenue operations. The focus is on building a robust partner bench that activates the right technology, marketplace, and delivery partners at the opportune moment, ensuring every partner-led engagement reflects positively on Braze and establishing a strong reseller program with clear governance.

Requirements

15+ years in partner sales, alliances, or channel sales in B2B SaaS.
At least 7-8 years at Senior Director or AVP level, having owned 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, and holding indirect revenue targets.
Experience 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 and 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.
Energized by owning something that isn’t fully built yet.

Responsibilities

Own the full partner sales motion across AMER and LATAM, including direct and indirect channels.
Set the regional strategy for Braze's go-to-market approach through partners.
Define operational processes for partner sales across AMER and LATAM, adapting to different market maturity levels.
Manage a regional team spanning direct partner sales and indirect channel sales, including Partner Sales Managers and Reseller Sales Managers.
Drive direct co-sell motions with Delivery, Technology, and Marketplace partners.
Oversee reseller sales managers to drive indirect ecosystem motions and achieve ACV and GRR targets.
Develop and maintain senior relationships with strategic partners such as Deloitte, Accenture, WPP, Publicis, and Merkle.
Utilize Salesforce, Crossbeam, Tackle, Clari, and Looker to track partner engagement and performance, reporting to senior leadership.
Build a partner strategy and plan that holds up under pressure.
Establish a reseller program with real governance and discipline.
Enable VP Sales leaders in AMER and LATAM to incorporate the partner motion into their forecasts.
Set the standard for how partner-led engagements represent the Braze brand in AMER and LATAM.

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®