AVP, Partner Sales

At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew. We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity – inside and outside our organization. To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success. Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture. If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If Braze sounds like a place where you can thrive, we can’t wait to meet you. What You'll Do The Partner Sales function is the commercial engine connecting Braze's global partner ecosystem - spanning Delivery, Technology, Marketplace, and Channel partners - to the Revenue organization. Partnerships has been named a core strategic pillar by Braze leadership, and the commercial case is clear: partner-influenced deals close at a significant multiple of the rate and deal size of direct-only deals. The AVP, Partner Sales owns making that true globally. This is a new role at Braze and a genuine opportunity to define what global Partner Sales leadership looks like here. You will sit between the VP, Partnerships and three regional Director-level leaders - covering AMER, EMEA, and APJ - and be accountable for a single global partner revenue number. You will set the strategy, build the operating model, and hold three experienced regional leaders accountable to it. You will also carry the executive relationship layer with Braze's most strategic global partners and represent Partner Sales at VP and C-suite level, both internally and externally. Responsibilities Own the global Partner Sales function: set strategy, build the operating model, and hold three regional Directors accountable to a consistent global approach across AMER, EMEA, and APJ Lead, develop, and performance-manage three Director and Senior Director-level direct reports, each managing their own regional teams of Partner Sales Managers - total team of approximately 15 Own global partner-influenced and partner-sourced revenue targets, consolidating regional performance into a single view for the VP, Partnerships and CRO office Define and implement a consistent global partner coverage framework: territory-to-partner mapping methodology, rules of engagement with Sales, and PQL qualification standards across all regions Drive the partner-first field motion at VP and CRO level - shaping how Revenue leadership thinks about the partner motion, not just enabling the field Own and govern partner attach rates on new business globally, directly enabling the company objective of having 80% of new business onboarded by delivery partners Carry executive relationships with Braze's most strategic global partners - including Deloitte, Accenture, WPP, Publicis, Merkle, AWS, and Google Cloud - at VP and C-suite level, including joint business planning and executive QBRs Partner directly with VP, Partnerships, the CRO office, and Sales AVP leadership to embed partner-first selling as a structural part of the Revenue org Collaborate cross-functionally with Partner Experience, Partner Services, Partner Marketing, and GTM Operations to ensure the partner commercial motion is supported by a coherent global ecosystem strategy Travel regularly across AMER, EMEA, and APJ to maintain regional presence, build partner relationships, and support regional Sales leadership engagement Who You Are 10+ years in partner sales, alliances, or channe