Location<\/strong><\/td>\n| London<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n This role is a senior regional leadership position focused on partner sales across EMEA. It sits within Braze\u00e2\u0080\u0099s partnerships organization and is designed for someone who can shape how the company goes to market through partners across a wide and varied region. The job combines strategy, team leadership, channel governance, and commercial accountability, with responsibility for both direct co-sell and indirect partner motions.<\/p>\n The region includes a mix of mature, direct-led markets and markets where channel partnerships are more central to growth. The expectation is that you will build a partner sales model that works across this diversity, create the operating structure where needed, and ensure that partner-led revenue becomes a reliable part of the broader sales engine. You will report to the SVP of Partnerships and work closely with the VP of Sales for EMEA as a peer.<\/p>\n What you will do<\/h3>\n\n- Own the full partner sales motion across EMEA, covering both direct co-sell and indirect channel activity, and take responsibility for the commercial results generated through each route to market.<\/li>\n
- Define the regional partner sales strategy for EMEA, including where direct-led selling should take precedence and where partner-led motions should be the primary approach.<\/li>\n
- Lead a blended regional team that includes Partner Sales Managers and Reseller Sales Managers working across enterprise, general business, and commercial segments.<\/li>\n
- Oversee the direct co-sell motion with delivery, technology, and marketplace partners so that the right partner is engaged on the right account and opportunity.<\/li>\n
- Run the indirect ecosystem motion and Braze\u00e2\u0080\u0099s regional channel program, with ownership of ACV and GRR targets tied to that business.<\/li>\n
- Apply a consistent framework across EMEA while adapting execution to the realities of each market, from mature regions such as the UK and DACH to more channel-dependent markets in other parts of Europe and beyond.<\/li>\n
- Develop and maintain senior relationships with strategic partners in the region, including major global firms such as Deloitte, Accenture, WPP, Publicis, and Merkle.<\/li>\n
- Use Salesforce, Crossbeam, Tackle, Clari, and Looker to monitor partner engagement, measure contribution, and report performance to leadership.<\/li>\n
- Build the operating model, governance, and playbooks needed for a partner-led regional motion, especially where the structure is not yet fully established.<\/li>\n
- Set clear expectations for the team, manage performance directly, and maintain accountability across both direct and indirect motions.<\/li>\n
- Work as a true peer to the VP of Sales for EMEA, contributing to pipeline reviews, forecasting, and quarterly business reviews.<\/li>\n
- Turn a complex multi-market partner strategy into a practical playbook that can be used by the team, sales leadership, and the SVP of Partnerships.<\/li>\n
- Establish the standard for how partner-led deals represent Braze\u00e2\u0080\u0099s brand across EMEA.<\/li>\n
- Build a strong partner bench across the region so that the appropriate technology, marketplace, delivery, or channel partner is activated for each account and opportunity.<\/li>\n
- Ensure that partner-sourced pipeline and ACV are treated as results of a healthy regional strategy rather than as the strategy itself.<\/li>\n<\/ul>\n
What success in this role looks like<\/h3>\nThis position is about more than generating pipeline. Success means creating a partner ecosystem across EMEA that is disciplined, commercially effective, and aligned with Braze\u00e2\u0080\u0099s brand. The right person will know how to place the right partner on the right opportunity in the right market, and how to make sure every partner-led engagement performs well regardless of geography or language.<\/p>\n You will be expected to build a strategy that stands up under pressure, create a reseller program with real governance, and give the EMEA sales leadership team confidence that the partner motion is strong enough to support forecasting. In practice, this means setting the standard for how partner-led revenue is built, managed, and measured across the region.<\/p>\n How you will lead<\/h3>\n\n- Drive strategic transformation by defining the partner sales approach for one of Braze\u00e2\u0080\u0099s most complex regions and building the operating model and playbooks needed to support it.<\/li>\n
- Lead for performance by managing a mixed team with clear targets, direct accountability, and consistent standards across both co-sell and channel motions.<\/li>\n
- Build collaborative relationships by operating as a peer to EMEA sales leadership and by developing the senior partner relationships that make the strategy real.<\/li>\n
- Communicate effectively by translating a multi-market partner strategy into practical guidance that the team and leadership can act on.<\/li>\n<\/ul>\n
What you bring<\/h3>\n\n- At least 15 years of experience in partner sales, alliances, or channel sales within B2B SaaS.<\/li>\n
- At least 7 to 8 years at Senior Director or AVP level, with ownership of a revenue number spanning both co-sell and indirect motions.<\/li>\n
- Clear evidence that you have worked as a peer to VP-level sales leaders and influenced how they think about partner-led revenue.<\/li>\n
- A strong record of leading channel sales teams, including managing Reseller Sales Managers and owning indirect revenue targets.<\/li>\n
- Experience building, rebuilding, or improving reseller programs, including tiering, rules of engagement, and enablement.<\/li>\n
- Comfort working across markets at different stages of maturity, including direct-led markets and markets that rely more heavily on channels.<\/li>\n
- Experience across multiple partner types, including agencies, systems integrators, delivery partners, technology partners such as cloud hyperscalers and ISVs, and channel or VAR partners.<\/li>\n
- The ability to define and enforce rules of engagement between direct and indirect sales motions and to resolve channel conflict before it harms deals or relationships.<\/li>\n
- MarTech or adjacent SaaS ecosystem knowledge, especially an understanding of how composable technology stacks create partnership opportunities.<\/li>\n
- Comfort using account mapping tools such as Crossbeam or similar solutions to prioritize co-sell opportunities.<\/li>\n
- Strong written and spoken English, with additional European languages viewed as a plus.<\/li>\n
- A track record of building operating models and playbooks from scratch in environments that were not fully built out.<\/li>\n
- Readiness to work across EMEA and to operate in a region with many markets, languages, and levels of partner maturity.<\/li>\n<\/ul>\n
Location and working style<\/h3>\nThe role is based in Berlin or London and covers EMEA. The posting also reflects a hybrid working approach, with Braze describing a curated in-office experience and support for work-life harmony. The application form asks whether candidates can regularly commute to and work from an office in the job location.<\/p>\n Benefits and perks<\/h3>\n\n- Competitive compensation, potentially including equity.<\/li>\n
- Retirement benefits and an employee stock purchase plan.<\/li>\n
- Flexible paid time off.<\/li>\n
- Medical, dental, vision, life, and disability coverage.<\/li>\n
- Family-focused support, including fertility benefits and equal paid parental leave.<\/li>\n
- Career development support through formal pathing, learning resources, and an annual learning stipend.<\/li>\n
- An in-office experience designed to support community, collaboration, and innovation.<\/li>\n
- Volunteer Week and donation matching to support community involvement.<\/li>\n
- Employee resource groups that provide internal communities and support.<\/li>\n
- A collaborative, transparent, and fun workplace culture that has been recognized externally as a Great Place to Work.<\/li>\n<\/ul>\n
About the company and hiring process<\/h3>\nBraze describes itself as a customer engagement platform that helps brands create personalized experiences across channels using its composable intelligence and AI-enabled capabilities. The company says it is recognized by industry analysts and workplace awards, and it operates from New York with offices across North America, Europe, the Middle East, and Asia-Pacific.<\/p>\n The company also explains that it uses AI-assisted tools at certain stages of recruitment, including for screening, scheduling, interview support, and note summarization. Candidates may have rights related to how AI is used in the process depending on location, including the ability to request more information, ask for manual review, or opt out in some cases. Braze also provides a candidate privacy policy and additional information about its hiring process.<\/p>\n Applicants are asked to complete the standard application form, provide a resume, confirm whether they are legally authorized to work in the country of the role, indicate whether they will need visa sponsorship now or in the future, confirm whether they can commute to and work from the office location as needed, and confirm English proficiency. The form also includes optional talent community and demographic questions.<\/p>\n\n Degree Requirement:<\/strong> Not Specified<\/p>\nVisa Sponsorship May be<\/strong><\/p>\n","protected":false},"author":1,"featured_media":0,"template":"","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"_monsterinsights_skip_tracking":false,"_promoted":"","_job_location":"London","_application":"https:\/\/job-boards.greenhouse.io\/braze\/jobs\/8131990","_company_name":"Braze","_company_website":"","_company_tagline":"","_company_twitter":"","_company_video":"","_filled":0,"_featured":0,"_remote_position":0,"_job_salary":"","_job_salary_currency":"GBP","_job_salary_unit":"yearly"},"job-types":[38],"class_list":["post-3773","job_listing","type-job_listing","status-publish","job-type-experienced"],"acf":[],"jetpack_sharing_enabled":true,"jetpack_likes_enabled":true,"_links":{"self":[{"href":"https:\/\/coderseditor.com\/itjobs\/wp-json\/wp\/v2\/job-listings\/3773","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/coderseditor.com\/itjobs\/wp-json\/wp\/v2\/job-listings"}],"about":[{"href":"https:\/\/coderseditor.com\/itjobs\/wp-json\/wp\/v2\/types\/job_listing"}],"author":[{"embeddable":true,"href":"https:\/\/coderseditor.com\/itjobs\/wp-json\/wp\/v2\/users\/1"}],"wp:attachment":[{"href":"https:\/\/coderseditor.com\/itjobs\/wp-json\/wp\/v2\/media?parent=3773"}],"wp:term":[{"taxonomy":"job_listing_type","embeddable":true,"href":"https:\/\/coderseditor.com\/itjobs\/wp-json\/wp\/v2\/job-types?post=3773"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}} |