AVP Partner Sales

Based in New York, Chicago, Austin, or San Francisco  ·  Reports to SVP, Partnerships  ·  Scope: AMER + LATAM

The best software companies don’t grow through direct sales alone. They grow through ecosystems: networks of partners who extend their reach, deepen customer relationships, and deliver outcomes no single company can achieve alone.

Braze is building that ecosystem, and AMER and LATAM together are where a significant share of it plays out. Partner-engaged opportunities at Braze close at a significant multiple of the rate and deal size of direct-only deals, and Channel partnerships extend Braze’s commercial reach into markets and segments our direct teams cannot cover alone.

As AVP, Partner Sales AMER, you own the full partner sales motion across AMER and LATAM – both direct and indirect. This is a true ownership role: you set the regional strategy for how Braze goes to market through partners across both motions, define how the function operates across two markets at very different stages of maturity, and are accountable for the commercial outcomes whether they flow through co-sell or an indirect ecosystem route to market. You report to the SVP, Partnerships and operate as a peer to the VP Sales for AMER and the VP Sales for LATAM, embedding partner-led as a structural part of how those revenue teams operate and succeed.

A regional team spanning direct partner sales and indirect channel:

• Partner Sales Managers – covering Enterprise, General Business, Commercial, and LATAM segments. The direct co-sell motion with Delivery, Technology, and Marketplace partners.
• Reseller Sales Managers – driving the indirect ecosystem motions and book of business across the region, including ACV and GRR targets.
• Two markets, one operating model – AMER is a mature, direct-led market; LATAM is earlier-stage and more reliant on indirect coverage. You set a consistent playbook while adapting how it’s applied in each, and you’re equally comfortable operating in both.
• Platinum-tier partner relationships – Leveraging Partner Account Directors’ development of our strategic partners including Deloitte, Accenture, WPP, Publicis, and Merkle, by building and maintaining senior relationships relevant to your region.
• Pipeline and performance visibility – using Salesforce, Crossbeam, Tackle, Clari, and Looker to track partner engagement and impact, and report on performance to senior leadership.

Pipeline and partner-sourced ACV are outcomes. They are the measure of a healthy region, not the strategy itself.

The real work is building a partner bench across AMER and LATAM where the right technology, marketplace, and delivery partner is activated on the right account, on the right opportunity, at the right moment, and where every partner-led engagement reflects well on Braze. It’s a partner strategy and plan that holds up under pressure. It’s a reseller program with real governance and discipline. It’s giving VP Sales leaders in two different markets a reason to build their forecast on the partner motion, not around it.

When a deal closes with a partner in your region, that partner is carrying Braze’s brand. This role sets the standard for what that means in AMER and LATAM.

• Charts Strategic Transformation – You define the partner sales strategy for two markets at different stages of maturity, make the call on where direct and indirect motions should lead, and build the operating model and playbooks where none exist today.
• Drives High Performance – You lead a blended team of Partner Sales Managers and Reseller Sales Managers with clear targets, direct performance management, and consistent accountability across both motions.
• Forges Collaborative Relationships – You operate as a true peer to VP Sales AMER and VP Sales LATAM, embedded in their pipeline reviews, forecasts, and QBRs, and you build the senior ecosystem relationships that make the strategy real and actionable.
• Communicates with Impact – You translate a two-market, direct and indirect route to market partnership strategy into a playbook your team, Sales leadership, and the SVP, Partnerships can all act on.

• 15+ years in partner sales, alliances, or channel sales in B2B SaaS, with at least 7-8 years at Senior Director or AVP level – you’ve owned a multi-regional revenue number spanning both direct co-sell and indirect motions, and can speak clearly to the commercial outcomes you drove across both
• Demonstrated experience operating as a peer to VP-level Sales leadership – you can point to how you changed the way a VP or Sales AVP thought about the partner motion
• Proven track record leading Channel Sales teams: managing Reseller Sales Managers, holding indirect revenue targets, and building or rebuilding reseller programs including tiering, rules of engagement, and enablement
• Comfortable operating across markets at different stages of maturity – you know how to run a disciplined, direct-led co-selling motion in AMER while building indirect coverage in an earlier-stage market like LATAM, and you don’t treat either as an afterthought
• Experience working across partner types – Agency/SI/Delivery, Technology (cloud hyperscalers, ISVs), and Channel/VAR – you understand the different commercial models and manage them simultaneously without conflict
• Demonstrated ability to define rules of engagement between direct and indirect sales motions and resolve channel conflict before it costs you a deal or a relationship
• MarTech or adjacent SaaS ecosystem knowledge strongly preferred, with an emphasis on how composable tech stacks create partnership opportunities
• Comfortable using account mapping tools such as Crossbeam or equivalent to prioritize co-sell motions
• Energized by owning something that isn’t fully built yet, with a track record of creating operating models and playbooks from scratch

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $163,000 and $256,000/year, with an expected On Target Earnings (OTE) between $271,000 and $426,000/year (including bonus or commission). Your exact offer may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition to cash compensation, this role qualifies for a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that you will own a piece of our company.

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