AVP Partner Sales

Braze•Chicago, IL

3d•Hybrid

About The Position

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. Area Vice President, Partner Sales – AMERICAS Based in New York, Chicago, Austin, or San Francisco · Reports to SVP, Partnerships · Scope: AMER + LATAM The Role The best software companies don’t grow through direct sales alone. They grow through ecosystems: networks of partners who extend their reach, deepen customer relationships, and deliver outcomes no single company can achieve alone. Braze is building that ecosystem, and AMER and LATAM together are where a significant share of it plays out. Partner-engaged opportunities at Braze close at a significant multiple of the rate and deal size of direct-only deals, and Channel partnerships extend Braze’s commercial reach into markets and segments our direct teams cannot cover alone. As AVP, Partner Sales AMER, you own the full partner sales motion across AMER and LATAM – both direct and indirect. This is a true ownership role: you set the regional strategy for how Braze goes to market through partners across both motions, define how the function operates across two markets at very different stages of maturity, and are accountable for the commercial outcomes whether they flow through co-sell or an indirect ecosystem route to market. You report to the SVP, Partnerships and operate as a peer to the VP Sales for AMER and the VP Sales for LATAM, embedding partner-led as a structural part of how those revenue teams operate and succeed.

Requirements

15+ years in partner sales, alliances, or channel sales in B2B SaaS.
At least 7-8 years at Senior Director or AVP level.
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, 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.
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.
Energized by owning something that isn’t fully built yet, with a 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 – both direct and indirect.
Set the regional strategy for how Braze goes to market through partners across both motions.
Define how the function operates across two markets at very different stages of maturity.
Be accountable for the commercial outcomes whether they flow through co-sell or an indirect ecosystem route to market.
Lead a regional team spanning direct partner sales and indirect channel, including Partner Sales Managers and Reseller Sales Managers.
Drive the direct co-sell motion with Delivery, Technology, and Marketplace partners.
Drive the indirect ecosystem motions and book of business across the region, including ACV and GRR targets.
Set a consistent playbook while adapting how it’s applied in each market (AMER and LATAM).
Leverage Partner Account Directors to develop strategic partner relationships and build/maintain senior relationships relevant to the region.
Use Salesforce, Crossbeam, Tackle, Clari, and Looker to track partner engagement and impact, and report on performance to senior leadership.
Build a partner bench across AMER and LATAM where the right technology, marketplace, and delivery partner is activated on the right account, on the right opportunity, at the right moment.
Ensure every partner-led engagement reflects well on Braze.
Develop a partner strategy and plan that holds up under pressure.
Implement a reseller program with real governance and discipline.
Give VP Sales leaders in two different markets a reason to build their forecast on the partner motion, not around it.
Set the standard for what it means for a partner to carry Braze’s brand when a deal closes with a partner in the region.

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®