AVP, Channel

At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew. We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity – inside and outside our organization. To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success. Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture. If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If Braze sounds like a place where you can thrive, we can’t wait to meet you. WHAT YOU'LL DO The Channel Partnerships function is how Braze scales its commercial reach beyond direct sales. Through a global network of Value Added Resellers (VAR) and OEM partners, Channel opens markets we cannot serve directly, provides local presence in geographies where Braze is building momentum, and embeds Braze technology inside third-party platforms to reach new audiences. Braze is in the middle of a deliberate rebuild of the Channel program, and we are seeking a leader to drive this. The role reports into the VP, Partnerships and sits within the broader Revenue organisation. The successful candidate will own a global indirect revenue number, manage a team of regional Reseller Sales Managers, and carry the executive relationships with Braze's most strategically significant VAR and OEM partners. Furthermore they will be responsible for building a program that resellers can effectively operate within: holding them accountable to commercial outcomes, and working across Product, Revenue, and Operations to make Braze easier to sell indirectly. Responsibilities: Own the global Channel Partnerships function: set strategy for Braze's indirect go-to-market, lead the rebuild of the Value Added Reseller (VAR) program, and hold regional Reseller Sales Managers accountable to a consistent global approach across AMER, EMEA, and APJ Lead, develop, and performance-manage a team of regional Reseller Sales Managers, each responsible for their own markets and partner books of business Own global indirect ACV and GRR targets, consolidating VAR and OEM performance into a single view for the VP, Partnerships and CRO office Rebuild the Value Added Reseller program from the ground up: partner with a Program Manager to define tiering, commercial thresholds, rules of engagement with Sales, onboarding standards, and the playbook resellers need to operate effectively and grow within the program Establish and govern a VAR health framework: scorecards, performance dashboards, and a consistent approach to holding partners accountable for ACV, GRR, and coverage commitments Own Braze's OEM partnerships: manage existing OEM agreements where Braze technology is embedded in a partner's product, define the commercial model, and identify new OEM opportunities that expand Braze's market reach without direct sales cost Drive geographic expansion through the indirect channel: identify, recruit, and enable resellers in markets where Braze lacks direct coverage, with active priority on regions including LATAM and Eastern Europe Play an active role in executive relationships with Braze's most strategically significant VAR and OEM partners, including joint business planning, executive QBRs, and commercial negotiation Define the rules of engagement between Channel and direct Sales: territory mapping, deal registration, co-sell protocols, and conflict resolution processes Partner directly with VP, Partnerships, the CRO office, and Sales AVPs to embed the channel motion as a structural part of how Braze goes to market globally Collaborate cross-functionally with to ensure the Channel programs are properly resourced, enabled, and commercially supported Travel regularly across AMER, EMEA, and APJ to maintain regional presence, build partner relationships, and engage with leadership on the ground WHO YOU ARE 10+ years in alliances, or channel sales in B2B SaaS Demonstrated experience owning a multi-regional or global Channel Partnerships function: you can speak clearly to how you set strategy across markets at different maturity levels and how you held regional Reseller Sales Managers accountable to it Track record of influencing VP and C-suite level decisions in a Sales organisation - you have shaped how a CRO or Sales VP thinks about the Channel partner motion, not just earned trust with Sales Directors Experience building or significantly redesigning a Channel Partnerships operating model, including coverage frameworks, rules of engagement with Sales, and performance management for direct reports Global strategist - you think at function level, not territory level; you can set a coherent global Channel Partnerships strategy that accounts for regional differences without becoming regionally inconsistent Organisationally influential - you can shape how a revenue organisation thinks about Channel partners without a direct reporting line, and you have done it before Executive gravitas - you operate credibly at VP and C-suite level both internally and externally; this is not a role that stops at Director-level relationships Accountable - you own the global number and build a culture of ownership in the team beneath you Comfortable with ambiguity and building structure where it doesn't yet exist - Braze is a fast-growing company; someone who needs a fully settled environment won't succeed here Comfortable with significant global travel as a core part of the role Familiarity with the MarTech and customer engagement landscape is preferred Fluency in Spanish, Brazilian Portuguese, or Korean is advantageous WHAT WE OFFER Braze benefits vary by location, and we encourage you to review our specific benefits offerings for each country here. More details on benefits plans will be provided if you receive an offer of employment. From offering comprehensive benefits to fostering hybrid ways of working, we’ve got you covered so you can prioritize work-life harmony. Braze offers benefits such as: Competitive compensation that may include equity Retirement and Employee Stock Purchase Plans Flexible paid time off Comprehensive benefit plans covering medical, dental, vision, life, and disability Family services that include fertility benefits and equal paid parental leave Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend A curated in-office employee experience, designed to foster community, team connections, and innovation Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching Employee Resource Groups that provide supportive communities within Braze Collaborative, transparent, and fun culture recognized as a Great Place to Work® ABOUT BRAZE Braze is the leading customer engagement platform that empowers brands to Be Absolutely Engaging™. Braze helps brands deliver great customer experiences that drive value both for consumers and for their businesses. Built on a foundation of composable intelligence, BrazeAI™ allows marketers to combine and activate AI agents, models, and features at every touchpoint throughout the Braze Customer Engagement Platform for smarter, faster, and more meaningful customer engagement. From cross-channel messaging and journey orchestration to Al-powered decisioning and optimization, Braze enables companies to turn action into interaction through autonomous, 1:1 personalized experiences. The company has been consistently recognized as a Leader in marketing technology by industry analysts, and was named a G2 “Best of Marketing and Digital Advertising Software Product” in 2026. Braze was also named a 2026 Best Places to Work by Built In, a 2025 America’s Greenest Companies by Newsweek, and a 2025 Fortune Best Workplace in Technology™ by Great Place To Work®. Braze is also proudly certified as a Great Place to Work® in the U.S., the UK, Australia, and Singapore. The company is headquartered in New York with offices in Austin, Berlin, Bucharest, Chicago, Dubai, Jakarta, London, Paris, San Francisco, São Paulo, Singapore, Seoul, Sydney and Tokyo. BRAZE IS AN EQUAL OPPORTUNITY EMPLOYER At Braze, we strive to create equitable growth and opportunities inside and outside the organization. Building meaningful connections is at the heart of everything we do, and that includes our recruiting practices. We're committed to offering all candidates a fair, accessible, and inclusive experience – regardless of age, color, disability, gender identity, marital status, maternity, national origin, pregnancy, race, religion, sex, sexual orientation, or status as a protected veteran. When applying and interviewing with Braze, we want you to feel comfortable showcasing what makes you you. We know that sometimes different circumstances can lead talented people to hesitate to apply for a role unless they meet 100% of the criteria. If this sounds familiar, we encourage you to apply, as we’d love to meet you. Please see our Candidate Privacy Policy for more information on how Braze processes your personal information during the recruitment process and, if applicable based on your location, how you can exercise any privacy rights.