Senior Director, Partnerships – Ecosystem

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $175k - $229k / year

⏰ Full Time

🟠 Senior

💰 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

• Build and execute Backblaze's partner ecosystem strategy across OEMs, cloud infrastructure providers, ISVs, distributors, and marketplaces. • Develop strategic partnerships with GPU cloud providers, AI infrastructure companies, and compute platforms to position Backblaze as the preferred storage solution. • Build and scale MSP, CDN, NeoCloud, and xSP partner programs, including program structure, partner enablement, compensation models, and rules of engagement. • Expand relationships with backup, data management, and data platform ISVs through technical certifications, reference architectures, and co-sell programs. • Develop Backblaze's marketplace strategy across AWS Marketplace, Azure Marketplace, and emerging AI marketplaces. • Design and launch a scalable partner program, including partner tiers, deal registration, enablement, governance, and incentive structures. • Partner closely with Sales, Product, Marketing, and Executive Leadership to create repeatable partner-led revenue motions. • Build reporting and metrics that measure partner performance, pipeline contribution, and program effectiveness.

🎯 Requirements

• 10+ years of experience building partner, channel, or ecosystem programs within cloud infrastructure, SaaS, storage, or enterprise technology companies. • Proven experience scaling partner organizations through high-growth phases, ideally helping grow a business from approximately $10M to $200M+ in revenue. • Demonstrated track record of driving partner-sourced revenue, with experience generating $20M+ in quarterly partner pipeline or bookings through strategic partner programs. • Experience managing and developing high-performing teams, with leadership experience scaling organizations ranging from 3 to 25 team members. • Deep understanding of cloud infrastructure and experience building partner programs around both pay-as-you-go (consumption-based) and subscription-based business models. • Experience building partner programs from the ground up, including partner tiers, compensation models, deal registration, enablement, and rules of engagement. • Deep understanding of OEM, ISV, MSP, CDN, distributor, and cloud partner ecosystems. • Experience developing marketplace strategies across AWS Marketplace, Azure Marketplace, or similar cloud marketplaces. • Strong technical acumen with an understanding of how compute, storage, and cloud infrastructure solutions work together. • Comfortable partnering cross-functionally with Sales, Product, Marketing, Finance, and Executive Leadership to build scalable go-to-market motions. • Builder mindset with the ability to thrive in an ambiguous, high-growth environment.

🏖️ 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