ISV Partnerships Manager

🕒 Agosto 11

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $134.400 - $164.500 / ano

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

💰 Gerente de Contas

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Backblaze

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2007

🛍️ Comércio Eletrônico

🏢 Corporativo

💰 $5.000.000 Series A em 2012-07

Cloud Storage • eCommerce • Enterprise

A Backblaze é uma empresa de armazenamento em nuvem que oferece soluções de backup de dados escaláveis e seguras tanto para empresas quanto para indivíduos. Seu serviço B2 Cloud Storage oferece armazenamento de objetos compatível com S3, permitindo que os usuários protejam e gerenciem seus dados com preços transparentes. A Backblaze é especialista em serviços de backup automáticos e ilimitados para sistemas de computador, garantindo opções de proteção e recuperação de dados para os usuários, além de suportar a integração com aplicativos para funcionalidades aprimoradas.

Descrição

• Own backup, recovery, and infrastructure software ISV partnerships end-to-end, from technical integration certification to co-sell activation to joint pipeline. • Drive B2 into validated storage endpoint documentation for infrastructure ISVs, enabling B2 as the cloud tier. • Build ISV-specific sales plays with Enablement. • Develop storage tiering narratives for infrastructure ISV partners. • Own integrations with data and analytics platforms, positioning B2 as the data lake and log archive tier. • Drive technical co-development with Developer Relations through S3-compatible data source integrations, external table architectures, and archive storage use cases. • Identify 2–3 net-new AI-adjacent ISV integrations per quarter. • Extend Flamethrower into the ISV ecosystem through integration guides, joint technical content, webinars, and workshops. • Coordinate publishable technical assets for every ISV integration. • Measure ISV health by integration depth, co-sell activation, reference architectures, and analyst coverage. • Build and refine partner program mechanics, including MDF, deal registration, QBR cadence, and support assignments. • Resolve partner coverage gaps with Revenue Operations. • Evaluate ISV partners based on revenue contribution and technical fit. • Structure and negotiate referral, resell, or embedded commercial partnership terms. • Deliver partner-sourced pipeline and bookings targets. • Build strategic account plans aligning technical roadmaps, commercial goals, and executive relationships. • Generate partner-sourced pipeline contributing to total contract value bookings goals. • Deliver two or more public co-branded reference architectures per quarter. • Achieve three public customer references per quarter. • Report to the Head of Channel & Partnerships. • Travel 30–50%.

🎯 Requisitos

• 10+ years in technology partnerships, ISV alliances, channel sales, or developer ecosystem roles — in cloud infrastructure, storage, backup/recovery, or data platforms. • Track record of quota-carrying sales or channel sales performance, including experience negotiating commercial partner terms such as resell, referral, or revenue-share agreements. • Existing relationships at two or more ISVs in the backup, infrastructure, or data platform categories. • Experience running ISV partner programs end-to-end: integration certification, co-sell activation, joint GTM, and MDF governance. • Technical fluency sufficient to guide integration architecture conversations, including S3-compatible APIs, object storage tiering, and backup/recovery or data pipeline ISV connections to cloud storage. • Experience managing a portfolio of ISV relationships simultaneously, balancing strategic account management with hands-on technical integration review. • Salesforce proficiency for partner pipeline management and forecasting. • Strongly preferred: experience at or with a cloud storage, backup ISV, or data platform vendor (not a hyperscaler). • Strongly preferred: familiarity with MDF governance, deal registration programs, and partner tiering structures. • Strongly preferred: understanding of AI/ML data pipeline use cases in the context of S3-compatible object storage. • Strongly preferred: experience building or running a channel sales motion with direct quota or pipeline accountability.

🏖️ Benefícios

• Healthcare for family, including dental and vision • Competitive compensation and 401K • RSU grants for full-time employees • ESPP program • Flexible vacation policy • Maternity & paternity leave • MacBook Pro to use for work plus a generous stipend to personalize your workstation • Childcare bonus (human children only) • Fertility treatment and support • Learning & development program • Commuter benefits • Culture that supports a healthy work-life balance