Commercial Partnerships Lead

KPI 1: (50%) Support 100%+ attainment of your Assigned Segments Pipeline Target

KPI 2: (50%) Support 100%+ successful closed won of your Assigned Segments ACV Target

Possess a strong understanding of team territory, including existing customers, Target A & B accounts, and overlapping tech/services integrations via Crossbeam.

Develop strong relationships with AEs & BDRs, aligning on unified target account prospecting strategies.

Serves as a trusted advisor to their Sales Director on the Braze ecosystem within their territory.

Coach AEs on Partner Engagement Best Practices, including where partners are incumbent in their prospects and which partners to engage for co-seller and co-delivery.

Can evaluate and articulate a prospective partner's potential value and willingness to partner.

Understand the joint value story of key tech partner integrations, such as Snowflake, Databricks, Segment, Tealium & Shopify

Effectively engage senior stakeholders within our partner ecosystem, aligning with their priorities and the value partnering with Braze offers.

Effectively leverage AWS, uploads all Stage 3+ opportunities into ACE, ensuring AE:AE alignment; and champions Sales & Renewals teams to transact via Marketplace.Aims to contributes ~30% of the overall team pipeline from partner-sourced initiatives.

Nearbound Strategy:

• Align (bi-)weekly with AE/BDR, working from the same target sheet to facilitates BDR access.

• Proactively engage partners to source intel, introductions, or influence in high-value ICP Target A/B Accounts for opportunity creation or progression.

• Create Reciprocity Use a "give to get" approach with partners and lead with value, i.e identify expansion use cases for Snowflake / Databricks, Marketplace opportunities for AWS Sellers.

• Proactively create ~3+ A/B Partner Qualified Leads (PQLs) weekly and receives 1+ inbound via network as a new contact for multithreading or net new S1 for BDR qualification.

• Act swiftly to create and activate PQL Intel via #team-AE channels with visibility to sales/BDR/Partnership leaders.
  
  

Surround Strategy:

• Employ this strategy to accelerate Annual Contract Value (ACV) by involving partners in active opportunities.

• Attend weekly forecast calls, having reviewed opportunity notes and next steps, and comes prepared with intel, updates, and creative ideas to accelerate ACV.

• Identify opportunities to engage services partners for co-sell motions (strength in numbers) in early to mid-stage opportunities.

• Maintain a deep awareness of which Tech/Services partners are incumbent in opportunities.

• Proactively offer opportunity intelligence from AWS, Crossbeam & trusted partners.

• Involve partners as needed to support co-selling, PLO, and managed services.

• Influence over 70% of closed-won revenue via partner Surround.
  
  

Strategic Partner Development

• Help qualified partners gain a deep understanding of the Braze Business Value Framework (BVF), the problems we solve, and the value we create across key ICP industries and use cases.

• Develop mutually agreed-upon, win-win Joint Business Plans (JBPs) with priority partners, outlining shared objectives, success measures, stakeholders, methods, and review cadences.

  • Incorporate Growth Plans, Partner Marketing, Awareness & Enablement, Partner-Led Opportunities (PLO) and Customer Success objectives into JBPs where relevant.

  • Engage with marketing to plan the partner marketing aspects of joint business plans.

  • Ensure alignment with Sales Leadership, GSP Leaders, Marketing, and Customer Success on relevant JBP goals.

• Regularly engage partners & reviews progress against mutual goals, ensuring predictability and profitability.

• Works with agency partners to ensure they have a certification plan in place for at a minimum:

  •  Sales Learning Path Badge for primary POC and all commercial stakeholders

  • 1 x Braze Marketer

  • 1 x Braze Developer

• Build account maps and uploads account data into Crossbeam at the earliest opportunity.

• Routinely share updates to the relevant #partnerships channel to broadcast partnership progress.

• Proactively engage and coordinates with the Global Partner Leads for GSP accounts in region.

Weekly Sales Team Forecast Meeting:

• Attendees: Sales Leadership, Account Executives, Commercial Partnerships Lead

• Frequency: Weekly

• Agenda Items: Pipeline review and forecasting; identification of opportunities for partner involvement in active deals; discussion of Surround strategy and partner contributions to ACV acceleration; communication of partner-related updates and successes.
  
  

CPL + AE/BDR Cadence:

• Attendees: Commercial Partnerships Lead, Account Executive, Business Development Representative

• Frequency: Weekly

• Agenda Items: Review of target account progress and partner engagement opportunities; pipeline development and opportunity collaboration; planning for joint prospect meetings and partner involvement; alignment on Nearbound and Surround strategies.
  
  

CPL + Field Marketing Manager Cadence:

• Attendees: Commercial Partnerships Lead, Field Marketing Manager

• Frequency: Periodic (e.g., Bi-weekly or Monthly)

• Agenda Items: Alignment on Priority Partners and Joint Business Plans; planning and execution of partner marketing activities and Grow with Braze; integration of partnerships into regional marketing plans as part of quarterly marketing planning; budget allocation and ROI tracking for partner marketing initiatives.

Utilizes Salesforce dashboards, reports, and views to monitor and track progress against key partnership metrics.

Key Reporting Elements:

• Target account coverage and partner overlap

• Partner Qualified Leads (PQL)

• Unique PQL's by Target A/B Accounts

• Partner-sourced pipeline (by AE, Geo, Partner)

• Partner-influenced revenue (closed-won, by partner)

Maintain a Territory Map of all Target A/B Accounts and associated partners.

Maintain awareness of managed, and priority partners.

Build and maintains a Workbook with partner stakeholders, joint customers, Braze customers, partner customers, and high-value overlaps.

Establish a routine cadence with your partner, subject to mutual agreement.

Set up a Slack channel "#Partner_Braze_#Region" and adds all key stakeholders.

Set up a Slack channel for each AE "#Team-AE" and associated BDR, partnerships and Sales stakeholders.

Maintain a monthly cadence with GSP Global Leads for relevant partners you are working with

Provide notable APAC updates to the main GSP Slack channels

Align with GSP Leads ahead of key stakeholder meetings, QBR's and awareness / advocacy building activities for the latest global partner intelligence

Keep the GSP lead updated on key marketing collaborations in region

To be updated once GSP RACI is in place.