Partner Development Manager

Braze•New York, NY

4d•$101,000 - $158,000•Hybrid

About The Position

The Partner Development Lead (PDL) will play a pivotal role in accelerating Braze’s commercial growth through our Global Strategic Technology Partners (GSPs). This role focuses on executing regional go-to-market strategies with the GSP Tech portfolio, AWS, Google, Snowflake Databricks, and Shopify, ensuring Braze maximizes pipeline health, marketplace growth, and joint customer integrations. PDLs work in close collaboration with GSP Tech Leads and Commercial Partnership Leads (CPLs) to translate global partnership strategy into regional execution and revenue impact.

Requirements

3–5 years of experience in Partnerships, Business Development, or Cloud Sales within SaaS.
Proven track record of working with hyperscaler/cloud marketplaces (AWS, Google Cloud, Azure, Snowflake).
Experience managing pipeline, forecasts, and sales motions in Salesforce.
Strong ability to build trust and execute joint GTM plays with partner field teams.
Skilled in enablement, pipeline management, and navigating complex incentive programs.
Comfortable working cross-functionally with Sales, Marketing, Operations, and Product teams.
Excellent communication, presentation, and stakeholder management skills.

Responsibilities

Act as a regional champion for Braze within partner field organizations - Partnerships, Sales, and Industry teams, specifically.
Educate partner field teams (Partnerships, Sales, Industries, etc.): “Why Braze – what’s in it for me?”
Support CPLs with regional enablement to Braze Sales: “Why Cloud Marketplace for my deal?”
Evolve Braze’s marketplace engagement from reactive → proactive.
Use Propensity-to-Buy (P2B) scoring and Tackle.io Cloudographic data in Salesforce to identify high-value opportunities for CPLs to drive with Braze Sales
Drive increased new business distribution via AWS, Google Cloud, and Snowflake (eventual) marketplaces (in addition to renewals business).
Work with CPLs to ensure accurate, up-to-date regional pipeline data in Salesforce and partner systems (i.e., AWS ACE)
Maximize partner incentive programs (i.e., AWS MPOPP) via pipeline data hygiene
Support CPLs as needed on joint account pursuits with Braze Account Executives and partner Field Sales Reps.
Guide teams through marketplace-specific funding and incentive programs, as needed.
Help CPLs engage GSP Tech partners earlier in deal cycles to accelerate velocity and increase win rates.
Drive adoption of partner field programs (e.g., AWS Tri-Party Initiative, PAP).
Work with CPLs to support internal Marketplace Deal Support requests in Salesforce.
Partner with GSP Tech Leads to ensure alignment on strategy, executive engagement, and co-innovation opportunities (Account Reviews, QBRs, events, etc.)

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®