Reseller Sales Manager

WHAT YOU'LL DO

Braze is looking for a Reseller Sales Manager to work closely with resellers in CEE (Central Eastern Europe) 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 Central EMEA Sales Organisation.

This experienced partnerships leader will build and scale out a partner sales motion and program in CEE (Central Eastern Europe). 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 Sales and Products Enablements for Resellers

WHO YOU ARE

You have 5+ years of partnerships channel and cloud industry experience. Demonstrable proof of producing ACV from Resellers. A strong bias for execution and are motivated by exceeding targets and results. Deep and proven knowledge of the agency and marketing services ecosystem. Understanding of service offering creation, marketing, lead generation, and professional services organization key performance indicators. Ideally, experience working for an agency consultancy and intimate knowledge of agency org structure, business dynamics, and effective business case development. Executive presence and an ability to present and vision sell to Executive audiences. Ability to lead through ambiguity, take on complex strategic and operational initiatives and scale effectively across a large organization and distributed team. Strong drive and character qualities that match with Braze Core Values and inspires others to follow and act.

WHAT WE’RE LOOKING FOR

• 8+ Years working experience with SaaS, MarTech companies
• Sales Manager experience for SaaS (a Must)
• Channel / Partner Sales experience (a Must)
• Resellers Recruitment, Nurturing (a Must)
• Digital Marketing / MarTech Experience Preferred
• Sales Enablement
• Partner Program Development Experience