Commercial Partnerships Lead at Braze

Sydney, New South Wales, Australia -

Full Time

Start Date

Immediate

Expiry Date

04 Feb, 26

Salary

0.0

Posted On

06 Nov, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Commercial Partnerships, Sales Strategy, Relationship Building, Partner Engagement, Account Management, Salesforce, Market Analysis, Business Development, Collaboration, Communication, Pipeline Development, Forecasting, Joint Business Plans, Partner Marketing, Customer Success, Opportunity Creation

Industry

Software Development

Description

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. ANZ Commercial Partner Lead - Responsibilities Objectives & Goals 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 Foundations 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. Key Priorities 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. Collaboration & Communication Cadences 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. Salesforce Reporting & Monitoring 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) Commercial Team Setup & Infrastructure 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. GSP Engagement 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. 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 allows any marketer to collect and take action on any amount of data from any source, so they can creatively engage with customers in real time, across channels from one platform. From cross-channel messaging and journey orchestration to Al-powered experimentation and optimization, Braze enables companies to build and maintain absolutely engaging relationships with their customers that foster growth and loyalty. Braze is proudly certified as a Great Place to Work® in the U.S., the UK, Australia, and Singapore. In 2025, we were recognized as one of Built In’s Best Places to Work. In 2024, we were included in U.S. News & World Report’s Best Companies to Work For (Top 10%) and recognized in Great Place to Work’s Fortune Best Medium Workplaces, Fortune Best Workplaces in Technology, Fortune Best Workplaces for Parents, and Fortune Best Workplaces for Women. Additionally, we were featured in Great Place to Work UK’s Best Workplaces, Best Workplaces in Europe, Best Workplaces for Development, Best Workplaces for Wellbeing, Best Workplaces for Women, and Best Workplaces in Technology. You’ll find many of us at headquarters in New York City or around the world in Austin, Berlin, Bucharest, Chicago, Dubai, Jakarta, London, Paris, San Francisco, Singapore, São Paulo, Seoul, Sydney and Tokyo – not to mention our employees in nearly 50 remote locations. 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.

Responsibilities

The Commercial Partnerships Lead is responsible for supporting the attainment of pipeline and ACV targets through strategic partner engagement and collaboration. This role involves developing relationships with account executives and business development representatives to drive partner-sourced initiatives and revenue growth.