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Braze is seeking a Partner Development Manager to accelerate commercial growth through Global Strategic Technology Partners (GSPs) including AWS, Google Cloud, Snowflake, Databricks, and Shopify. This role executes regional go-to-market strategies, reporting to the VP of Strategic Technology Partners.
Key responsibilities include:
Enablement & Evangelism: Act as a regional champion for Braze within partner field organizations (Partnerships, Sales, Industry teams). Educate partner teams on Braze value proposition and cloud marketplace benefits to support deal progression.
Marketplace Growth: Transition from reactive to proactive marketplace engagement using Propensity-to-Buy scoring and Cloudographic data in Salesforce to identify high-value opportunities. Drive new business distribution through AWS, Google Cloud, and Snowflake marketplaces alongside renewals.
Pipeline Management: Collaborate with Commercial Partnership Leads to maintain accurate regional pipeline data in Salesforce and partner systems (AWS ACE). Maximize partner incentive programs like AWS MPOPP through data hygiene.
Account Engagement: Support joint account pursuits with Braze Account Executives and partner Field Sales Reps. Guide teams through marketplace-specific funding and incentive programs. Help engage GSP Tech partners earlier in deal cycles to accelerate velocity and win rates.
Commercial Programs & Operations: Drive adoption of partner field programs (AWS Tri-Party Initiative, PAP). Support Marketplace Deal Support requests. Partner with GSP Tech Leads on strategy alignment, executive engagement, and co-innovation opportunities.
Success metrics include growing PQLs and influenced closed-won business, increasing ACV/TCV through marketplaces, consistent QoQ/YoY growth, strong field adoption of marketplace motions, and operational excellence in pipeline data management.
Required: 3–5 years in Partnerships, Business Development, or Cloud Sales within SaaS. Proven experience with hyperscaler/cloud marketplaces (AWS, Google Cloud, Azure, Snowflake). Proficiency managing pipeline, forecasts, and sales motions in Salesforce.
