ISV Partnerships Manager

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $134.4k - $164.5k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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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 the Veeam, Cohesity, and Rubrik partnerships end-to-end, from technical integration certification through co-sell activation and joint pipeline. • Drive B2 into validated storage endpoint documentation for backup ISVs. • Build ISV-specific sales plays with Enablement. • Own Iconik, Telestream, Cantemo, and MAM/DAM/PAM platform relationships. • Accelerate the Diversified/Iconik/B2 connected-stack co-sell motion. • Develop a formal cold-storage narrative for M&E ISV partners. • Extend Powered By Backblaze into CHESA’s Acorn Cloud Services offering and improve partner coverage. • Own Dropbox, Databricks, Snowflake, Splunk, and Datadog integrations for data lake and log-archive workflows. • Drive technical co-development with DevRel/Flamethrower. • Identify 2–3 net-new AI-adjacent ISV integrations per quarter. • Co-author integration guides, produce joint technical content, and run developer-facing webinars or workshops. • Ensure each ISV integration produces a publishable technical asset. • Measure ISV health through integration depth, co-sell activation, joint reference architectures, and analyst coverage. • Own top M&E integrator relationships and program mechanics including MDF, deal registration, QBRs, and pod assignments. • Resolve partner coverage-model issues and evaluate additional M&E integrators. • Generate partner-sourced pipeline toward the $20M TCV bookings OKR. • Deliver 2+ public co-branded reference architectures per quarter in FY2026 and 3 public customer references per quarter starting FY2027. • Report to the Sr. Director, Partnerships & Ecosystem, or directly to the CRO on an interim basis.

🎯 Requirements

• 10+ years in technology partnerships, ISV alliances, or developer ecosystem roles involving cloud infrastructure, storage, backup/recovery, or data platforms • Existing relationships at 2+ of Veeam, Cohesity, Rubrik, Databricks, Snowflake, Splunk, Datadog, Iconik, or a comparable backup/data/MAM ISV • Experience running ISV partner programs end-to-end, including integration certification, co-sell activation, joint GTM, and MDF governance • Technical fluency in S3-compatible APIs, object-storage tiering, and cloud-storage integrations for backup/recovery or data-pipeline ISVs • Experience managing multiple ISV relationships simultaneously • Salesforce proficiency for partner pipeline management and forecasting • 30–50% travel • Strongly preferred: M&E technology or media-workflow background and understanding of MAM/DAM/PAM, post-production workflows, and the M&E integrator ecosystem • Strongly preferred: experience with a cloud-storage, backup-ISV, or data-platform vendor • Strongly preferred: familiarity with MDF governance, deal registration, and partner tiering • Strongly preferred: understanding of AI/ML data-pipeline use cases in S3-compatible object storage • Strongly preferred: existing M&E integrator relationships

🏖️ 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