AVP, Partner Sales

AVP, Partner Sales Overview

At Braze, we pride ourselves on our approachable and passionate team culture, where high standards and teamwork are paramount. We are looking for an AVP of Partner Sales to join our London office, reporting to the SVP of Partnerships, and overseeing the EMEA region. This role is pivotal as it focuses on building a robust partner ecosystem that enhances our market reach and customer relationships.

Key Responsibilities

• Lead the partner sales strategy for the EMEA region, focusing on both direct and indirect sales motions.
• Manage a regional team that includes Partner Sales Managers and Reseller Sales Managers across various market segments.
• Oversee the direct co-sell initiatives with Delivery, Technology, and Marketplace partners.
• Drive the indirect ecosystem motions and manage the regional channel program, ensuring targets for Annual Contract Value (ACV) and Gross Revenue Retention (GRR) are met.
• Establish and maintain senior relationships with platinum-tier partners such as Deloitte, Accenture, WPP, Publicis, and Merkle.
• Utilize tools like Salesforce, Crossbeam, Tackle, Clari, and Looker to monitor partner engagement and performance, providing insights to senior leadership.
• Develop a consistent playbook for partner engagement while adapting strategies to fit the unique characteristics of different markets within EMEA.

Who You Are

• Minimum of 15 years of experience in partner sales, alliances, or channel sales within the B2B SaaS sector, with at least 7-8 years in a Senior Director or AVP role.
• Proven ability to manage a multi-market revenue number that encompasses both direct co-sell and indirect sales motions.
• Experience collaborating with VP-level Sales leadership and demonstrating how to enhance the partner sales strategy.
• A successful track record in leading Channel Sales teams, including managing Reseller Sales Managers and achieving indirect revenue targets.
• Ability to navigate and operate effectively across diverse markets at varying stages of maturity.
• Familiarity with different partner types, including Agency/SI/Delivery, Technology, and Channel/VAR, and the ability to manage these relationships without conflict.
• Experience in defining rules of engagement between direct and indirect sales motions and resolving channel conflicts proactively.
• Knowledge of MarTech or adjacent SaaS ecosystems, particularly regarding composable tech stacks and partnership opportunities.
• Proficiency in using account mapping tools like Crossbeam to prioritize co-sell initiatives.
• Fluency in English is required; proficiency in additional European languages is advantageous.

What We Offer

• Competitive salary that may include equity options.
• Retirement plans and Employee Stock Purchase Plans.
• Flexible paid time off to promote work-life balance.
• Comprehensive health benefits covering medical, dental, vision, life, and disability.
• Family services including fertility benefits and equal paid parental leave.
• Support for professional development through structured career paths, learning platforms, and an annual learning stipend.
• A curated in-office experience aimed at fostering community and innovation.
• Opportunities for community engagement, including a company-wide Volunteer Week and donation matching.
• Employee Resource Groups that create supportive networks within the company.
• A collaborative and enjoyable workplace culture recognized as a Great Place to Work®.

Degree Requirement: Not Specified

Visa Sponsorship May be