AVP, Channel

About Braze

Braze is a customer engagement platform that helps brands create more relevant experiences across channels. The company combines AI-driven capabilities, orchestration, and personalization tools to help marketers turn customer interactions into measurable business value. Braze operates globally and has offices in multiple regions, including Berlin.

Role overview

This position leads Braze’s global Channel Partnerships motion and reports to the VP, Partnerships within the Revenue organization. The role is responsible for rebuilding and scaling the indirect revenue engine through value-added resellers and OEM partners, while ensuring channel programs are structured, accountable, and aligned with sales and product teams.

The person in this role will own the global indirect revenue number, manage regional Reseller Sales Managers, and represent Braze in key executive partner relationships. The job also requires shaping the operating model that allows partners to sell Braze effectively across different markets.

What you will do

• Set the global channel strategy for Braze’s indirect go-to-market approach and lead the redesign of the reseller program.
• Manage and coach regional Reseller Sales Managers across AMER, EMEA, and APJ.
• Own indirect ACV and GRR targets and present combined performance for VAR and OEM partnerships.
• Work with a Program Manager to create program tiers, commercial thresholds, sales engagement rules, onboarding expectations, and partner playbooks.
• Build a partner health model using scorecards, dashboards, and consistent accountability mechanisms for ACV, GRR, and coverage goals.
• Oversee OEM partnerships, including current agreements and new opportunities that expand reach without adding direct sales cost.
• Support channel-led geographic growth, especially in under-covered markets such as LATAM and Eastern Europe.
• Represent Braze in joint planning, executive business reviews, and commercial negotiations with priority partners.
• Define how channel and direct sales interact, including territory mapping, deal registration, co-sell rules, and conflict resolution.
• Partner with senior leadership and sales teams to make channel a core part of Braze’s global revenue strategy.
• Collaborate across functions to ensure channel programs have the support, structure, and resources needed to succeed.
• Travel frequently across AMER, EMEA, and APJ to support partners and work with regional leadership.

What we are looking for

We are seeking a senior channel leader with extensive experience in B2B SaaS alliances or channel sales, including ownership of multi-region or global partner organizations. The right candidate should be comfortable influencing executive stakeholders, designing operating models, and building structure in a fast-moving environment.

Requirements

• 10+ years of experience in alliances or channel sales within B2B SaaS.
• Proven success leading a multi-regional or global channel partnerships function.
• Experience influencing VP and C-suite decisions inside a sales organization.
• Background in designing or rebuilding channel operating models, including coverage design and sales alignment.
• Ability to think strategically at a global function level while adapting for regional differences.
• Strong cross-functional influence skills, including the ability to shape revenue motions without direct authority.
• Executive-level presence with the credibility to work internally and externally at senior levels.
• Ownership mindset with a strong focus on results and accountability.
• Comfort working in ambiguity and helping create structure where it does not yet exist.
• Willingness to travel significantly as part of the role.
• Familiarity with the MarTech and customer engagement ecosystem is preferred.
• Fluency in Spanish, Brazilian Portuguese, or Korean is an advantage.

Benefits and perks

• Competitive compensation, which may include equity.
• Retirement plans and employee stock purchase plans.
• Flexible paid time off.
• Medical, dental, vision, life, and disability coverage.
• Family support, including fertility benefits and equal paid parental leave.
• Career development support through learning platforms, career pathing, and an annual learning stipend.
• A thoughtfully designed in-office experience that supports collaboration and innovation.
• Volunteer opportunities and donation matching programs.
• Employee resource groups and a collaborative workplace culture.

Additional information

Braze’s benefits may vary depending on location. Detailed benefit information will be shared during the hiring process if an offer is made. The company emphasizes work-life harmony, teamwork, autonomy, accountability, and openness to diverse perspectives. Braze encourages candidates to apply even if they do not meet every listed qualification. The company is committed to equal opportunity hiring and an inclusive recruitment experience.

About Braze as an employer

Braze is recognized internationally as a strong workplace and a leader in marketing technology. The company is headquartered in New York and has offices across North America, Europe, the Middle East, and Asia-Pacific, including Berlin.