Partner Sales Director
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. Partner-engaged opportunities close at a significant multiple of the rate and deal size of direct-only deals, and Partner Sales Directors are essential to accelerating this model.
As Partner Sales Director, you own the direct partner sales motion across Enterprise and our Industry verticals (MEGS, FinServ, RCG): aligning Braze's Technology, Delivery, and Marketplace partners to the specific needs of the highest-value customers and prospects in your patch. These are the most complex accounts in the region, often involving GSIs and specialist SI partners, senior partner executives and exec sponsors on both sides. You report to the AVP, Partner Sales EMEA, set the partner strategy for your territory, and are often the person other Partner Sales Managers and Senior Partner Sales Managers in the region come to for guidance.
What You'll Own
Territory and account depth. Build and maintain a deep understanding of the customers and prospects within your territory - the partners already engaged on them, and the white space where a partner introduction would change the outcome. Crossbeam, Tackle, and Salesforce are your working tools.
Partner activation on live opportunities. Work alongside the Account Executives in your territory to get the right Delivery, Technology or Marketplace partner into the room early enough to matter, whether that's pipeline generation, competitive displacement, or a stalled deal that needs an outside push.
Customer value and retention. Partner with AMs and CSMs to identify where existing customers are underusing Braze, and bring in the partner who closes that gap, whether through implementation, a composable integration or ongoing managed services.
Joint Business Planning. Build and run the most complex, highest-stakes JBPs in the region with your priority partners, working closely with Partner Account Directors: shared targets, clear stakeholders, and a review cadence you hold everyone to.
Trusted advisor to Sales leadership. Be the person your Sales Director, AVP or VP Sales calls when they need a read on the partner landscape in your territory, and the person who proactively flags where a partner relationship is an asset or a risk on a specific deal.
Executive partner relationships. Build and hold relationships with partner executives and exec sponsors in your territory that go beyond a single deal, rooted in a genuine point of view on martech architecture and where composability creates value for the customer.
Coaching the field. Bring AEs up the curve on partner engagement: which partners are incumbent where, when to bring one in, and how to run that motion.
Ecosystem gaps and territory strategy. Identify where your territory is under-covered by partners and lead the work to close that gap, shaping the wider partner coverage strategy you feed back to the AVP and the Partnerships team.
Regional mentorship. Act as the go-to person for Partner Sales Managers and Senior Partner Sales Managers in your region, and represent the market in the AVP's absence when needed.
What This Role Is Really About
Pipeline sourced through partners is the outcome. The actual job is knowing your accounts so well, and your partner ecosystem so well, that connecting the two looks obvious in hindsight. That only happens through account mapping and relationship depth built over time, not through a partner directory or a marketing calendar.
You are the closest point of contact between Braze's partner ecosystem and the customers and prospects who benefit from it. When partners are activated and engaged in your territory, the customer sees more value, the AE closes a better deal, and Braze's reputation with our partners gets stronger.
How We Show Up
Sets the partner strategy for your territory. You know your accounts, your partners and the overlap between them better than anyone else in the room, and you shape the strategy you feed back to the AVP rather than just executing someone else's plan.
Drives outcomes through others. You don't own the AE relationship or the partner contract, but you influence both, consistently, without formal authority.
Builds relationships that outlast a deal. Partner executives, AEs, AMs and CSMs all trust you because you've shown up for them before, not because you supported something this week.
Communicates with precision. You can tell a Sales Director or VP Sales exactly which partner to bring in and why, and tell a partner executive exactly what a customer needs.
Who You Are
10+ years of experience in a partner, alliances, channel, agency or vendor-facing role at a B2B SaaS or technology company, with a track record of driving revenue through partner-engaged deals, not just partner administration
Direct experience with account mapping and co-sell motions using tools like Crossbeam, and comfortable working deal by deal alongside AEs
Strong, current relationships across the partner ecosystem in your territory (Delivery, Technology and Marketplace), including GSIs and specialist SIs, and the credibility to bring senior partner executives into a conversation quickly
A point of view on martech architecture and composability that lets you speak credibly to why a given partner adds value to a given customer
Comfortable operating without a large team around you: this is a territory-owning, high-agency role where your impact depends on your own relationships and judgement
A track record of building senior, executive-level partner relationships, and of influencing Sales leadership's thinking on partners, even without a direct reporting line
Highly organised, self-directed, and able to manage a full territory's worth of accounts, partners and JBPs without things falling through the cracks