Partner Development Manager

About the Role

The Partner Development Manager's (PDM) will play a pivotal role in accelerating Braze’s commercial growth through our Global Strategic Technology Partners (GSPs). This role focuses on executing regional go-to-market strategies with the GSP Tech portfolio, AWS, Google, Snowflake Databricks, and Shopify, ensuring Braze maximizes pipeline health, marketplace growth, and joint customer integrations.

PDMs work in close collaboration with GSP Tech Leads and Commercial Partnership Leads (CPLs) to translate global partnership strategy into regional execution and revenue impact.

Location: AMER, EMEA

Reports to: VP, Strategic Technology Partners

What You’ll Do

Enablement & Evangelism

Act as a regional champion for Braze within partner field organizations - Partnerships, Sales, and Industry teams, specifically.

Educate partner field teams (Partnerships, Sales, Industries, etc.): “Why Braze – what’s in it for me?”

Support CPLs with regional enablement to Braze Sales: “Why Cloud Marketplace for my deal?”

Marketplace Growth

Evolve Braze’s marketplace engagement from reactive → proactive.

Use Propensity-to-Buy (P2B) scoring and Tackle.io Cloudographic data in Salesforce to identify high-value opportunities for CPLs to drive with Braze Sales

Drive increased new business distribution via AWS, Google Cloud, and Snowflake (eventual) marketplaces (in addition to renewals business).

Pipeline Management

Work with CPLs to ensure accurate, up-to-date regional pipeline data in Salesforce and partner systems (i.e., AWS ACE)

Maximize partner incentive programs (i.e., AWS MPOPP) via pipeline data hygiene

Account Engagement

Support CPLs as needed on joint account pursuits with Braze Account Executives and partner Field Sales Reps.

Guide teams through marketplace-specific funding and incentive programs, as needed.

Help CPLs engage GSP Tech partners earlier in deal cycles to accelerate velocity and increase win rates.

Commercial Programs & Operations

Drive adoption of partner field programs (e.g., AWS Tri-Party Initiative, PAP).

Work with CPLs to support internal Marketplace Deal Support requests in Salesforce.

Partner with GSP Tech Leads to ensure alignment on strategy, executive engagement, and co-innovation opportunities (Account Reviews, QBRs, events, etc.)

What Success Looks Like

Pipeline: Growing PQLs, sourced, and influenced closed-won business.

Marketplace Impact: Increased ACV/TCV and transaction volume through AWS, Google, and Snowflake (eventual) marketplaces and field sales programs.

Regional Growth: Consistent QoQ/YoY commercial growth across assigned GSPs.

Field Engagement: Strong adoption of marketplace motions by Braze AEs, CPLs, and partner Field Sales Reps.

Operational Excellence: Clean, accurate partner pipeline data and improved partner referral flow.

What We’re Looking For

3–5 years of experience in Partnerships, Business Development, or Cloud Sales within SaaS.

Proven track record of working with hyperscaler/cloud marketplaces (AWS, Google Cloud, Azure, Snowflake).

Experience managing pipeline, forecasts, and sales motions in Salesforce.

Strong ability to build trust and execute joint GTM plays with partner field teams.

Skilled in enablement, pipeline management, and navigating complex incentive programs.

Comfortable working cross-functionally with Sales, Marketing, Operations, and Product teams.

Excellent communication, presentation, and stakeholder management skills.

Why Join Braze

At Braze, we’re building the customer engagement platform of the future. Our GSP ecosystem with AWS, Google, Snowflake, Databricks, and Shopify represents a critical growth engine for Braze. As a Partner Development Manager, you’ll be on the front lines of driving this growth, shaping how we engage with partners regionally, and ensuring that marketplace and field sales motions are a consistent source of new revenue, influence, and scale.

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $101,000 and $158,000/year, with an expected On Target Earnings (OTE) between $135,000 and $211,000/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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