Partner Sales Director

Braze•Chicago, IL

3d•$85,200 - $133,800•Hybrid

About The Position

The Partner Sales Director owns the direct partner sales motion for a specific territory in AMER. The role aligns Braze’s Technology, Delivery, and Marketplace partners with the needs of the territory’s highest-value customers and prospects, including complex accounts that may involve GSIs, specialist SI partners, and senior executives on both sides. Reporting to the AVP, Partner Sales AMER, the Director sets territory partner strategy and provides guidance to Partner Sales Managers and Senior Partner Sales Managers in the region. The role focuses on creating pipeline and customer outcomes by connecting a detailed understanding of accounts with deep knowledge of the partner ecosystem. It works deal by deal with Account Executives and collaborates with Account Managers, Customer Success Managers, Partner Account Directors, Sales leadership, and partner executives. The position influences outcomes without owning the AE relationship or partner contract, and requires independent territory management, strong relationship-building, and sound judgment. The position is based in AMER, with compensation for U.S.-based candidates expected to range from $85,200 to $133,800 per year, and expected OTE of $142,000 to $223,000 per year, including bonus or commission. Offers may vary based on location and individual job-related factors. The role is eligible for equity grants of restricted stock (RSUs). Braze describes its working model as hybrid, with an in-office experience designed to foster community, team connections, and innovation.

Requirements

10+ years of experience in a partner, alliances, channel, agency, or vendor-facing role at a B2B SaaS or technology company.
A track record of driving revenue through partner-engaged deals, rather than partner administration alone.
Direct experience with account mapping and co-sell motions using tools such as Crossbeam, and comfort working deal by deal alongside Account Executives.
Strong, current relationships across the territory’s Delivery, Technology, and Marketplace partner ecosystem, including GSIs and specialist SIs, with credibility to engage senior partner executives quickly.
A point of view on martech architecture and composability, and the ability to explain how a partner can add value for a given customer.
Ability to operate independently in a territory-owning, high-agency role, relying on personal relationships and judgment.
A track record of building executive-level partner relationships and influencing Sales leadership without a direct reporting line.
Strong organization and self-direction, with the ability to manage a territory’s accounts, partners, and joint business plans reliably.

Responsibilities

Build and maintain a detailed understanding of customers, prospects, partner relationships, and opportunities for partner introductions within the territory.
Activate Delivery, Technology, or Marketplace partners on live opportunities in collaboration with Account Executives, including pipeline generation, competitive displacement, and stalled deals.
Work with Account Managers and Customer Success Managers to identify customer underuse of Braze and engage partners to address implementation, composable integration, or managed-services needs.
Build and manage complex, high-stakes joint business plans with priority partners, including shared targets, stakeholder alignment, and review cadence, in collaboration with Partner Account Directors.
Advise Sales Directors, AVPs, and VPs on the partner landscape and proactively identify partner-related assets or risks on specific deals.
Develop lasting executive relationships with partner executives and executive sponsors, grounded in a point of view on martech architecture and composability.
Coach Account Executives on partner engagement, including partner incumbency, when to involve partners, and how to run partner motions.
Identify gaps in partner coverage and lead efforts to address them, contributing territory coverage strategy to the AVP and Partnerships team.
Mentor Partner Sales Managers and Senior Partner Sales Managers in the region and represent the market in the AVP’s absence when needed.
Use account mapping and relationship depth to generate partner-sourced pipeline and improve customer value, deal outcomes, and Braze’s partner relationships.

Benefits

Competitive compensation that may include equity
Retirement and Employee Stock Purchase Plans
Flexible paid time off
Comprehensive medical, dental, vision, life, and disability benefit plans
Fertility benefits and equal paid parental leave
Professional development, including formal career pathing, learning platforms, and a yearly learning stipend
Curated in-office employee experience designed to foster community, team connections, and innovation
Opportunities to give back through an annual company-wide Volunteer Week and donation matching
Employee Resource Groups
Collaborative, transparent, and fun culture