Location: US - Ideally Tri-state

Division: VML Enterprise Solutions

Alliance Focus: Braze

Vertical Focus: Cross-Vertical

Region/Scope: Global - North America Growth

The Opportunity

VML Enterprise Solutions is strengthening our strategic alliance relationships with Braze to drive mutual growth. We're looking for an experienced alliance leader to own these partnerships globally—building executive relationships, driving joint programs, and orchestrating the activities that generate pipeline and closed business for both organizations.

This is a multi-alliance leadership role spanning two strategic partners at different stages of maturity. Braze is a leading customer engagement platform where VML has implementation expertise and market credibility. You will develop tailored strategies for each partner while finding synergies that accelerate growth across both.

You will own the relationships, drive the numbers, and build the internal capability that makes alliance-powered growth repeatable. When Braze leadership thinks about VML, they think about you.

Role Summary

Core Identity: This is an alliance relationship and business development role with direct revenue accountability. You are the primary point of contact between VML and Braze leadership globally—responsible for partner health, program execution, and commercial outcomes across both alliances.

Role Framework: This role operates across four primary motions:

• Relationship Management (35%): Build and maintain executive relationships across both partner organizations
• Revenue & Pipeline Development (35%): Drive pipeline generation and closed business through partner-sourced opportunities and co-sell coordination
• Enablement & Capability Building (20%): Build VML's internal capability to leverage both partnerships
• Marketing Activation (10%): Coordinate joint marketing efforts and GTM initiatives with alliance counterparts

 

Accountability: You carry pipeline and closed revenue targets across both alliances. Success is measured by net new pipeline generated, closed business influenced, partner satisfaction, and program execution for Braze.

Core Responsibilities

Alliance / Partner Relationship Management (35%)

• Own overall relationship health for Braze partnerships
• Build executive relationships with partner leadership, PSMs, and field teams
• Lead regular cadence of partner business reviews and planning sessions
• Negotiate joint business plans and annual commitments with each partner
• Represent VML at partner advisory councils, summits, and executive events
• Escalate and resolve partnership issues with appropriate urgency
• Identify synergies and cross-pollination opportunities

Commercial & Pipeline Development (35%)

• Drive pipeline generation through partner-sourced leads and co-sell motions
• Coordinate MDF and partner funding requests to support pursuits and marketing
• Support major pursuits as alliance overlay—activating partner resources and relationships
• Participate in client QBRs and executive briefings alongside account teams
• Track and report pipeline and revenue metrics for both alliances
• Identify co-sell opportunities and coordinate with Alliance Sales resources
• Build business cases for partner co-investment in strategic initiatives

Enablement & Program Execution (20%)

• Drive internal enablement on Braze capabilities and GTM motions
• Coordinate with Alliance Enablement on certification and competency requirements
• Work with marketing on joint content, case studies, and thought leadership
• Build internal community of practitioners across both partner ecosystems
• Ensure VML maintains required partner program tiers and compliance
• Support onboarding of new alliance team members

Alliance Marketing Activation (10%)

• Develop joint GTM plans for each alliance in collaboration with partner marketing
• Identify relevant events, campaigns, and co-marketing opportunities
• Define measurable success metrics for marketing initiatives
• Coordinate execution with Alliance Marketing resources
• Represent VML at partner events and industry conferences

Team Leadership & Management

Management Scope: This role includes direct and matrixed leadership responsibilities. You may manage a small team of alliance professionals supporting Braze—with some reporting directly and others operating in a matrixed structure across regional or functional teams.

Leadership Expectations:

• Manage and develop direct reports, including goal-setting, coaching, and performance reviews
• Provide direction and prioritization for matrixed team members supporting these alliances
• Foster collaboration across alliance team members, solutions, and delivery resources
• Coordinate resource allocation and workload across both partner ecosystems
• Partner with HR and senior leadership on hiring, onboarding, and talent decisions
• Lead regular team cadences including pipeline reviews, business planning, and retrospectives

 

Accountability: You are responsible for team performance outcomes as well as individual contributor development. In a matrixed environment, your ability to influence without direct authority is as important as managing direct reports.

Technology & AI Expectations

Leverage company-approved AI tools and technologies to enhance partner intelligence, automate reporting, and identify co-sell opportunities. Stay current on Braze AI/ML offerings and their GTM implications. Champion adoption of AI-augmented workflows across the alliance team.

Success Metrics

• Revenue attainment (individual and company targets)
• Net new pipeline generated across Braze
• Closed new business influenced through partner motions
• Partner satisfaction scores and relationship health
• Joint marketing program ROI and lead generation
• Enablement adoption and certification rates
• Partner program tier maintenance and advancement

Qualifications

Required

• 10-15+ years in alliance management, partner development, or technology sales leadership
• Experience managing Tier-1 technology partnerships with demonstrated revenue impact
• Track record of negotiating joint business plans and driving partner-sourced pipeline
• Ability to manage multiple partnerships simultaneously with tailored strategies
• Strong executive presence and ability to build relationships at senior levels
• Experience in professional services, consulting, or systems integration environments
• Demonstrated ability to influence without direct authority across matrixed organizations
• Demonstrated ability to leverage company-approved AI tools and technologies to improve personal and team productivity

Preferred

• 5+ years in alliance or partner management roles
• Familiarity with Braze or comparable customer engagement platforms (e.g., Salesforce Marketing Cloud, Adobe Journey Optimizer)
• Background at a GSI, agency, or technology partner organization
• Experience driving $25M+ in partner-influenced pipeline
• Google Cloud or marketing technology certifications
• Bachelor's degree; MBA a plus

Role Positioning

This role is the strategic owner of the Braze relationships—not a quota-carrying territory seller, solution architect, or operations administrator. You will be the first call when either partner has an opportunity or an issue. You will own the joint business plans and be accountable for their execution. You will build the internal capability that makes both partnerships productive. And you will demonstrate that strategic alliance management is a growth multiplier for VML Enterprise Solutions.

About VML Enterprise Solutions

VML Enterprise Solutions is a global leader in technology-driven transformation, combining deep industry expertise with strategic alliances across Adobe, AWS, Google Cloud, Microsoft, Salesforce, Braze, and an expanding ecosystem of platform and data partners. As part of WPP, we bring unmatched capabilities in customer experience, commerce, and enterprise operations to help the world's leading brands reimagine how they engage customers and run their businesses.