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Salary: USD 67,000 - 106,000 / annual
Braze is seeking a Partner Sales Director to own the direct partner sales motion across a specific AMER territory. You will align Braze's Technology, Delivery, and Marketplace partners to the needs of the highest-value customers and prospects in your region, working with complex accounts that often involve GSIs and specialist SI partners. You report to the AVP, Partner Sales AMER, and set partner strategy for your territory while serving as a mentor and resource to other Partner Sales Managers in the region.
Key responsibilities include:
- Territory and account depth: Build deep understanding of customers, prospects, and existing partner engagement within your territory using tools like Crossbeam, Tackle, and Salesforce. Identify white-space opportunities where partner introductions would change outcomes.
- Partner activation on live opportunities: Work alongside Account Executives to bring the right Delivery, Technology, or Marketplace partner into conversations early enough to impact pipeline generation, competitive displacement, or stalled deals.
- Customer value and retention: Partner with Account Managers and Customer Success Managers to identify where existing customers are underutilizing Braze and bring in partners who close those gaps through implementation, integration, or managed services.
- Joint Business Planning: Build and run complex, high-stakes JBPs with priority partners, establishing shared targets, clear stakeholders, and review cadences.
- Trusted advisor to Sales leadership: Provide strategic reads on the partner landscape in your territory and proactively flag where partner relationships are assets or risks on specific deals.
- Executive partner relationships: Build relationships with partner executives and sponsors rooted in genuine expertise on martech architecture and composability value.
- Field coaching: Bring Account Executives up the curve on partner engagement, teaching them which partners are incumbent where and how to run partner motions.
- Ecosystem strategy: Identify territory gaps in partner coverage and lead work to close those gaps, shaping wider partner coverage strategy.
- Regional mentorship: Serve as the go-to resource for Partner Sales Managers and Senior Partner Sales Managers in your region, representing the market in the AVP's absence when needed.
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 who benefit from it. Success means partners are activated and engaged in your territory, customers see more value, Account Executives close better deals, and Braze's reputation with partners strengthens.
You will set partner strategy for your territory based on deep knowledge of accounts and partners. You drive outcomes through others without formal authority over AE relationships or partner contracts. You build relationships that outlast individual deals, earning trust from partner executives, AEs, AMs, and CSMs. You communicate with precision, telling Sales leadership exactly which partner to bring and why, and telling partner executives exactly what customers need.
Braze is the leading customer engagement platform empowering brands to deliver great customer experiences. Built on composable intelligence, BrazeAI allows marketers to combine and activate AI agents, models, and features at every touchpoint for smarter, faster, more meaningful engagement. The company has been recognized as a Leader in marketing technology by industry analysts and was voted a G2 "Best of Marketing and Digital Advertising Software Product" in 2025. Braze was named a 2025 Best Companies To Work For by U.S. News and World Report, a 2025 America's Greatest Companies by Newsweek, and a 2025 Fortune Best Workplace in Technology by Great Place To Work. The company is headquartered in New York with offices globally.
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, and 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 lets you speak credibly to why a given partner adds value to a given customer
- Comfortable operating without a large team: this is a territory-owning, 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, even without a direct reporting line
- Highly organized, self-directed, and able to manage a full territory's worth of accounts, partners, and JBPs without things falling through the cracks
