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Salary: USD 60,000 - 95,000 / annual
Braze is seeking a Partner Sales Director to own the direct partner sales motion across a specific AMER territory. This is a high-agency, territory-owning role focused on aligning Braze's Technology, Delivery, and Marketplace partners with the highest-value customers and prospects in your region. You will report to the AVP, Partner Sales AMER, and serve as a strategic advisor to sales leadership on partner ecosystem dynamics.
Key Responsibilities:
- Build and maintain deep understanding of customers, prospects, and partner ecosystem within your territory using tools like Crossbeam and Salesforce
- Activate partners on live opportunities alongside Account Executives, bringing the right partner into conversations early to impact pipeline generation, competitive displacement, or deal acceleration
- Identify where existing customers are underutilizing Braze and bring in partners to close capability gaps through implementation, integration, or managed services
- Build and run complex Joint Business Plans (JBPs) with priority partners, establishing shared targets and holding stakeholders accountable
- Serve as trusted advisor to Sales leadership on partner landscape, ecosystem risks, and opportunities in your territory
- Develop and maintain executive-level relationships with partner executives and sponsors rooted in genuine expertise on martech architecture and composability
- Coach Account Executives on partner engagement strategy: which partners are incumbent, when to activate, and how to run the motion
- Identify territory gaps in partner coverage and lead efforts to close those gaps, feeding insights back to the AVP and Partnerships team
- Mentor other Partner Sales Managers and Senior Partner Sales Managers in the region; represent the market in the AVP's absence when needed
The role is fundamentally about knowing your accounts and partner ecosystem so deeply that connecting them appears obvious in hindsight. Success depends on account mapping, relationship depth, and influence without formal authority over AEs or partner contracts. You will be the closest point of contact between Braze's partner ecosystem and customers/prospects who benefit from it.
Requirements:
- 10+ years of experience in partner, alliances, channel, agency, or vendor-facing roles at B2B SaaS or technology companies, with proven 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, GSIs, specialist SIs) with credibility to bring senior partner executives into conversations quickly
- Demonstrated point of view on martech architecture and composability; ability to speak credibly about why a given partner adds value to a given customer
- Comfortable operating independently with high agency; impact depends on your own relationships and judgment
- Track record of building senior, executive-level partner relationships and influencing Sales leadership thinking on partners without direct reporting authority
- Highly organized, self-directed, able to manage full territory of accounts, partners, and JBPs without gaps
