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Braze is a leading customer engagement platform that empowers brands to deliver personalized experiences at scale. As Partner Sales Director based in London, you will own the direct partner sales motion across Enterprise and Industry verticals (MEGS, FinServ, RCG), aligning Braze's Technology, Delivery, and Marketplace partners to the highest-value customers and prospects in your territory.
You will report to the AVP, Partner Sales EMEA, and serve as a strategic leader for the partner ecosystem in your region. This is a high-agency, territory-owning role where you drive outcomes through influence and relationship depth rather than direct authority.
Key responsibilities include:
- Territory and account depth: Build deep understanding of customers, prospects, and existing partner engagements using tools like Crossbeam and Salesforce. Identify white-space opportunities for partner introductions.
- Partner activation: Work alongside Account Executives to bring the right Delivery, Technology, or Marketplace partner into opportunities early—whether for pipeline generation, competitive displacement, or deal acceleration.
- Customer value and retention: Partner with Account Managers and Customer Success Managers to identify underutilized Braze capabilities and bring in partners who close implementation or integration gaps.
- Joint Business Planning: Build and run complex JBPs with priority partners, establishing shared targets, clear stakeholders, and review cadences.
- Sales leadership advisory: Be the trusted advisor to Sales Directors, AVPs, and VPs on partner landscape dynamics and relationship risks/assets on specific deals.
- Executive relationships: Build durable relationships with partner executives rooted in genuine expertise on martech architecture and composability value.
- Field coaching: Bring Account Executives up the curve on partner engagement strategy and execution.
- Ecosystem strategy: Identify territory coverage gaps and lead work to close them, feeding insights back to the AVP and Partnerships team.
- Regional mentorship: Serve as go-to resource for Partner Sales Managers and Senior Partner Sales Managers in your region; represent the market in the AVP's absence.
The core of this role is knowing your accounts and partner ecosystem so deeply that connecting them appears obvious in hindsight. You are the closest point of contact between Braze's partner ecosystem and customers/prospects who benefit from it. When partners are activated in your territory, customers see more value, AEs close better deals, and Braze's partner reputation strengthens.
You will demonstrate strategic thinking by setting partner strategy for your territory rather than executing someone else's plan. You drive outcomes through others without formal authority, build relationships that outlast individual deals, and communicate with precision to both Sales leadership and partner executives.
REQUIREMENTS:
- 10+ years of experience in a partner, alliances, channel, agency, or vendor-facing role at a B2B SaaS or technology company, with a track record of driving revenue through partner-engaged deals (not just partner administration)
- Direct experience with account mapping and co-sell motions using tools like Crossbeam; comfortable working deal-by-deal alongside Account Executives
- Strong, current relationships across the partner ecosystem in your territory (Delivery, Technology, Marketplace partners), including GSIs and specialist SIs, with credibility to bring senior partner executives into conversations quickly
- A point of view on martech architecture and composability that allows you to speak credibly about why a given partner adds value to a given customer
- Comfortable operating without a large team: this is a high-agency role where impact depends on your own relationships and judgment
- Track record of building senior, executive-level partner relationships and influencing Sales leadership's thinking on partners without direct reporting authority
- Highly organized, self-directed, and able to manage a full territory's worth of accounts, partners, and JBPs without gaps
