Partner Sales Director

The best software companies grow through ecosystems of partners who extend their reach, deepen customer relationships, and deliver outcomes no single company can achieve alone. As Partner Sales Director, you own the direct partner sales motion across a specific territory in AMER, aligning Braze's Technology, Delivery, and Marketplace partners to the highest-value customers and prospects. The role involves the most complex accounts in the region, often involving GSIs, specialist SI partners, and senior executives on both sides. You report to the AVP, Partner Sales AMER.

Responsibilities

Own the direct partner sales motion across a specific territory in AMER, aligning Technology, Delivery, and Marketplace partners to the needs of the highest-value customers and prospects; Build and maintain a deep understanding of customers and prospects in your territory, including partners already engaged and white space for partner introductions, using Crossbeam, Tackle, and Salesforce; Work alongside Account Executives to activate the right partners on live opportunities, for pipeline generation, competitive displacement, or stalled deals; Partner with AMs and CSMs to identify underused Braze capabilities and bring in partners to close those gaps; Build and run complex, high-stakes Joint Business Plans with priority partners, working with Partner Account Directors; Act as trusted advisor to Sales leadership on the partner landscape and flag where partner relationships are an asset or risk on specific deals; Build and hold executive partner relationships that extend beyond single deals; Coach AEs on partner engagement; Identify ecosystem gaps in the territory and lead work to close them, feeding the wider partner coverage strategy to the AVP and Partnerships team; Act as go-to mentor for Partner Sales Managers and Senior Partner Sales Managers in the region and represent the market in the AVP's absence when needed; Set the partner strategy for the territory and report to the AVP, Partner Sales AMER

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, and comfortable working deal by deal alongside AEs; Strong, current relationships across the partner ecosystem in your territory (Delivery, Technology and Marketplace), including GSIs and specialist SIs, and the credibility to bring senior partner executives into a conversation 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 around you: this is a territory-owning, high-agency role where your impact depends on your own relationships and judgement; A track record of building senior, executive-level partner relationships, and of influencing Sales leadership's thinking on partners, even without a direct reporting line; Highly organised, self-directed, and able to manage a full territory's worth of accounts, partners and JBPs without things falling through the cracks

Benefits

Competitive compensation that may include equity; Restricted stock units (RSUs) for US candidates; On Target Earnings (OTE) between $149,000 and $234,000/year including bonus or commission for US candidates; Retirement and Employee Stock Purchase Plans; Flexible paid time off; Comprehensive benefit plans covering medical, dental, vision, life, and disability; Family services including fertility benefits and equal paid parental leave; Professional development with formal career pathing, learning platforms, and a yearly learning stipend; A curated in-office employee experience; Volunteer Week and donation matching; Employee Resource Groups