AVP, Channel

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 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 of