ISV Partnerships Manager

🕒 August 11

🇺🇸 United States – Remote

💵 $134.4k - $164.5k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Backblaze

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2007

🛍️ eCommerce

🏢 Enterprise

💰 $5M Series A on 2012-07

Cloud Storage • eCommerce • Enterprise

Backblaze is a cloud storage company that provides scalable and secure data backup solutions for both businesses and individuals. Their B2 Cloud Storage service offers S3 compatible object storage, allowing users to easily protect and manage their data with transparent pricing. Backblaze specializes in automatic and unlimited backup services for computer systems, ensuring data protection and recovery options for users, while also supporting integration with applications for enhanced functionality.

📋 Description

• 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%.

🎯 Requirements

• 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.

🏖️ Benefits

• 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