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Salary: USD 64,000 - 100,000 / 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 trusted advisor to sales leadership on partner strategy and 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 stalled deals
- Identify where existing customers are underutilizing Braze and bring in partners to close gaps through implementation, integration, or managed services
- Build and run complex Joint Business Plans (JBPs) with priority partners, establishing shared targets and review cadences
- Serve as trusted advisor to Sales Director, AVP, and VP Sales on partner landscape, risks, and opportunities in your territory
- Build executive-level relationships with partner executives and sponsors rooted in genuine expertise on martech architecture and composability
- Coach Account Executives on partner engagement: which partners are incumbent, when to activate them, and how to run the motion
- Identify ecosystem gaps and lead work to close coverage gaps, feeding strategy back to the AVP and Partnerships team
- Mentor Partner Sales Managers and Senior Partner Sales Managers in your region; represent the market in the AVP's absence when needed
What This Role Is Really About:
Pipeline sourced through partners is the outcome. The actual job is knowing your accounts and partner ecosystem so well that connecting the two looks obvious in hindsight. This requires account mapping and relationship depth built over time, not just partner directory management or marketing calendars. You are the closest point of contact between Braze's partner ecosystem and customers/prospects who benefit from it.
How You Show Up:
- Set partner strategy for your territory based on deep knowledge of accounts, partners, and overlap
- Drive outcomes through others without formal authority over AE relationships or partner contracts
- Build relationships that outlast individual deals; trusted by partners, AEs, AMs, and CSMs
- Communicate with precision to both sales leadership and partner executives
Requirements:
- 10+ years of experience in partner, alliances, channel, agency, or vendor-facing roles at B2B SaaS or technology companies, with 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 AEs
- Strong, current relationships across partner ecosystem in your territory (Delivery, Technology, Marketplace partners, GSIs, specialist SIs) with credibility to bring senior partner executives into conversations quickly
- 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 line
- Highly organized, self-directed, able to manage full territory of accounts, partners, and JBPs without things falling through the cracks
