The opportunity
At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew.
What you'll do
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.
What they're looking for
- 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.
- 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.