AVP, Channel

The Channel Partnerships function is how Braze scales its commercial reach beyond direct sales. Through a global network of Value Added Resellers (VAR) and OEM partners, Channel opens markets we cannot serve directly, provides local presence in geographies where Braze is building momentum, and embeds Braze technology inside third-party platforms to reach new audiences. Braze is in the middle of a deliberate rebuild of the Channel program, and we are seeking a leader to drive this. 

The role reports into the VP, Partnerships and sits within the broader Revenue organisation. The successful candidate will own a global indirect revenue number, manage a team of regional Reseller Sales Managers, and carry the executive relationships with Braze's most strategically significant VAR and OEM partners. Furthermore they will be responsible for building a program that resellers can effectively operate within: holding them accountable to commercial outcomes, and working across Product, Revenue, and Operations to make Braze easier to sell indirectly.

Responsibilities:

• →Own the global Channel Partnerships function: set strategy for Braze's indirect go-to-market, lead the rebuild of the Value Added Reseller (VAR) program, and hold regional Reseller Sales Managers accountable to a consistent global approach across AMER, EMEA, and APJ
• →Lead, develop, and performance-manage a team of regional Reseller Sales Managers, each responsible for their own markets and partner books of business
• →Own global indirect ACV and GRR targets, consolidating VAR and OEM performance into a single view for the VP, Partnerships and CRO office
• →Rebuild the Value Added Reseller program from the ground up: partner with a Program Manager to define tiering, commercial thresholds, rules of engagement with Sales, onboarding standards, and the playbook resellers need to operate effectively and grow within the program
• →Establish and govern a VAR health framework: scorecards, performance dashboards, and a consistent approach to holding partners accountable for ACV, GRR, and coverage commitments
• →Own Braze's OEM partnerships: manage existing OEM agreements where Braze technology is embedded in a partner's product, define the commercial model, and identify new OEM opportunities that expand Braze's market reach without direct sales cost
• →Drive geographic expansion through the indirect channel: identify, recruit, and enable resellers in markets where Braze lacks direct coverage, with active priority on regions including LATAM and Eastern Europe
• →Play an active role in executive relationships with Braze's most strategically significant VAR and OEM partners, including joint business planning, executive QBRs, and commercial negotiation
• →Define the rules of engagement between Channel and direct Sales: territory mapping, deal registration, co-sell protocols, and conflict resolution processes
• →Partner directly with VP, Partnerships, the CRO office, and Sales AVPs to embed the channel motion as a structural part of how Braze goes to market globally
• →Collaborate cross-functionally with to ensure the Channel programs are properly resourced, enabled, and commercially supported
• →Travel regularly across AMER, EMEA, and APJ to maintain regional presence, build partner relationships, and engage with leadership on the ground

• 10+ years in alliances, or channel sales in B2B SaaS
• Demonstrated experience owning a multi-regional or global Channel Partnerships function: you can speak clearly to how you set strategy across markets at different maturity levels and how you held regional Reseller Sales Managers accountable to it
• Track record of influencing VP and C-suite level decisions in a Sales organisation - you have shaped how a CRO or Sales VP thinks about the Channel partner motion, not just earned trust with Sales Directors
• Experience building or significantly redesigning a Channel Partnerships operating model, including coverage frameworks, rules of engagement with Sales, and performance management for direct reports
• Global strategist - you think at function level, not territory level; you can set a coherent global Channel Partnerships strategy that accounts for regional differences without becoming regionally inconsistent
• Organisationally influential - you can shape how a revenue organisation thinks about Channel partners without a direct reporting line, and you have done it before
• Executive gravitas - you operate credibly at VP and C-suite level both internally and externally; this is not a role that stops at Director-level relationships
• Accountable - you own the global number and build a culture of ownership in the team beneath you
• Comfortable with ambiguity and building structure where it doesn't yet exist - Braze is a fast-growing company; someone who needs a fully settled environment won't succeed here
• Comfortable with significant global travel as a core part of the role
• Familiarity with the MarTech and customer engagement landscape is preferred
• Fluency in Spanish, Brazilian Portuguese, or Korean is advantageous