AVP Partner Sales

About the role

The Role

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.

What You’ll Own

• 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.

Who You Are

• 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.
• Defined rules of engagement between direct and indirect sales motions and resolved 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.

Pay

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).