Partner Sales Director

Braze•Austin, TX

2d•$80,400 - $126,000•Hybrid

About The Position

The Partner Sales Director owns Braze’s direct partner sales motion across a specific territory in AMER. The role aligns Technology, Delivery, and Marketplace partners with the needs of high-value customers and prospects, including complex accounts that may involve GSIs, specialist SI partners, senior partner executives, and executive sponsors. Reporting to the AVP, Partner Sales AMER, the director sets territory partner strategy and serves as a regional resource for Partner Sales Managers and Senior Partner Sales Managers. The role centers on creating partner-sourced pipeline by deeply understanding territory accounts and the partner ecosystem, then connecting the right partners to customer needs. The director works across sales, account management, customer success, and Partnerships to activate partners on opportunities, improve customer outcomes and retention, build joint business plans, advise sales leadership, and identify ecosystem coverage gaps. Success depends on influencing others without formal authority, developing durable executive relationships, and executing account mapping and co-sell motions.

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.
Credibility to bring senior partner executives into conversations quickly.
A perspective on martech architecture and composability, enabling credible explanation of how a partner can add value to a customer.
Ability to operate effectively in a territory-owning, high-agency role without a large team.
A track record of building executive-level partner relationships and influencing Sales leadership without a direct reporting line.
Highly organized, self-directed, and able to manage a territory’s accounts, partners, and joint business plans reliably.

Responsibilities

Build and maintain a deep understanding of territory customers and prospects, their current partner involvement, and opportunities where partner introductions could improve outcomes.
Use Crossbeam, Tackle, and Salesforce as working tools.
Work with Account Executives to engage the appropriate Delivery, Technology, or Marketplace partners early in live opportunities, including pipeline generation, competitive displacement, and stalled deals.
Partner with Account Managers and Customer Success Managers to identify customer underuse of Braze and involve partners who can address gaps through implementation, composable integrations, or managed services.
Build and run complex, high-stakes joint business plans with priority partners, including shared targets, stakeholder alignment, and review cadence, in coordination with Partner Account Directors.
Advise Sales leadership on the partner landscape in the territory and proactively identify partner-related assets and risks in specific deals.
Develop lasting relationships with partner executives and executive sponsors, grounded in a perspective on martech architecture and customer value from composability.
Coach Account Executives on partner engagement, including partner incumbency, when to involve partners, and how to run the engagement.
Identify partner coverage gaps in the territory and lead efforts to address them, contributing to broader partner coverage strategy with 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.
Influence Account Executive relationships and partner engagement without formal authority.

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 through 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 through an annual company-wide Volunteer Week and donation matching.
Employee Resource Groups.
Collaborative, transparent, and fun culture recognized as a Great Place to Work.