Senior Reseller Sales Manager

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

Braze is looking for a Reseller Sales Manager to work closely with resellers in Spain to provide accurate revenue forecasts and achieve revenue targets. Braze's Alloys partner ecosystem includes world class agencies, consultancies and tech partners that are invested in helping their clients to deliver on the promise of a premium customer experience. They're trusted advisors to our customers, and play an integral role in acquiring new customers, and retaining and growing our existing customer base. We are looking for an experienced Manager to sit within our South EMEA Sales Organisation.

This experienced partnerships leader will build and scale out a partner sales motion and program in Spain. You will acquire and onboard new Reseller Partners. This role is measured on reseller generated ACV and Renewals/GRR. Key responsibilities include: Developing and managing comprehensive GTM plans with our partners, which manifest in quality net new business pipeline. Supporting the sales cycle alongside our sales teams, from prospecting to deal close, in collaboration with our partners.

Advancing differentiated value propositions and specialism with key strategic partners, and articulating that story internally at Braze and with our Channel Sales organisation, and ultimately evangelizing the story in the market. Ensuring accountability and partnership reciprocity, with measured flow of outsourced Braze implementation and managed services in exchange for net new client opportunities from our partners. Reviewing sales play metrics and effectiveness on a recurring basis with partners and Braze leadership. Maintain dashboards that communicate to leadership the effectiveness of GTM sales plays with our partners. Collaborating cross functionally with other Braze departments and divisions, including Tech and Cloud Partnerships, Partner Marketing, Partner Education & Enablement, etc. Developing the program with senior leadership to enhance current ways of working.

Responsibilities

Build out a strong foundation of reseller partners in the region

Conduct regular sales meetings with the resellers to understand the opportunities and be able to form the forecasts on New Business

Share the best practices, case studies to the resellers to help accelerate the opportunities

Conduct Close Plan review with Resellers

Resolve channel conflicts when there are multiple resellers in the same market

Work with the renewal manager to prepare the commercial documents

Facilitate with the legal team to support the commercial and legal discussions

Know the resellers business by pulling out data from various internal reports

Plan, prepare and execute the Quarterly Business Review (QBR)

When there is a pipeline coverage, work with the resellers to plan, execute lead generation initiatives

Recruit new resellers in new markets

Help design the partner program to drive proper behaviours

Facilitate