Partner Sales Director

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 specific needs of the highest-value customers and prospects in your patch. You report to the AVP, Partner Sales AMER, set the partner strategy for your territory, and are often the person other Partner Sales Managers and Senior Partner Sales Managers in the region come to for guidance.

Responsibilities

Build and maintain a deep understanding of customers and prospects within the territory, including partners already engaged and white space for partner introductions; Activate partners on live opportunities alongside Account Executives, including pipeline generation, competitive displacement and stalled deals; Partner with AMs and CSMs to identify underused Braze capabilities and bring in partners who close those gaps; Build and run complex, high-stakes Joint Business Plans (JBPs) with priority partners, working with Partner Account Directors; Act as trusted advisor to Sales leadership on the partner landscape and flag partner risks and assets on specific deals; Build and hold executive partner relationships rooted in a point of view on martech architecture and composability; Coach AEs on partner engagement; Identify ecosystem gaps and lead work to close territory coverage gaps, feeding 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; Own the direct partner sales motion across a specific AMER territory, aligning Technology, Delivery and Marketplace partners to high-value customers and prospects

Requirements

10+ years of experience in a partner, alliances, channel, agency or vendor-facing role at a B2B SaaS or technology company; 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 the territory (Delivery, Technology and Marketplace), including GSIs and specialist SIs, and credibility to bring senior partner executives into a conversation quickly; a point of view on martech architecture and composability; comfortable operating without a large team around you as a territory-owning, high-agency role; track record of building senior, executive-level partner relationships and influencing Sales leadership's thinking on partners without a direct reporting line; highly organised, self-directed, and able to manage a full territory's worth of accounts, partners and JBPs

Benefits

Competitive compensation that may include equity; Restricted stock units (RSUs); 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; Curated in-office employee experience; Volunteer Week and donation matching; Employee Resource Groups; Collaborative, transparent culture recognized as a Great Place to Work