ISV Partnerships Manager
About The Position
Backblaze is seeking an ISV Partnerships Manager to own the ISV partnership program, focusing on building Backblaze B2 into the default storage layer for ISV applications in IT infrastructure, Media & Entertainment, and AI/Data workflows. This role involves managing the entire partnership lifecycle from integration to co-sell and extending DevRel into the ISV ecosystem. The position inherits an existing program with active partners and aims to scale it by adding new ISV logos. The role requires technical fluency, experience managing multiple partner relationships, and proficiency in Salesforce for pipeline management. A background in M&E technology or media workflows, experience with cloud storage or data platform vendors, and familiarity with MDF governance are preferred. This role is not suitable for individuals who are purely relationship managers without technical depth or who are uncomfortable navigating complex partner ecosystems. The position is remote within the US (East or West Coast viable) with 30-50% travel required.
Requirements
- 10+ years in technology partnerships, ISV alliances, or developer ecosystem roles, with a focus on cloud infrastructure, storage, backup/recovery, or data platforms.
- Existing relationships at 2+ of: Veeam, Cohesity, Rubrik, Databricks, Snowflake, Splunk, Datadog, Iconik, or a comparable ISV in the backup/data/MAM category.
- 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 understanding of S3-compatible APIs, object storage tiering, and how backup/recovery or data pipeline ISVs connect to cloud storage.
- Experience managing a portfolio of ISV relationships simultaneously.
- Salesforce proficiency for partner pipeline management and forecasting.
Nice To Haves
- Background in M&E technology or media workflow, including understanding of MAM/DAM/PAM, post-production workflows, and the M&E integrator ecosystem.
- Experience at or with a cloud storage, backup ISV, or data platform vendor (not hyperscaler).
- Familiarity with MDF governance, deal registration programs, and partner tiering structures.
- Understanding of AI/ML data pipeline use cases: training data storage, log archival, checkpoint management, specifically in the context of S3-compatible object storage.
- Existing relationships within the M&E integrator ecosystem (CHESA, Cinesys, Diversified, IMT, KCM, or equivalents).
Responsibilities
- Own the Veeam, Cohesity, and Rubrik partnerships end-to-end, including technical integration certification, co-sell activation, and joint pipeline development.
- Drive B2 into the validated storage endpoint documentation for each backup ISV, aiming for B2 to be the default cloud tier.
- Work with Enablement to build ISV-specific sales plays, such as 'B2 + Veeam immutable backup' and 'B2 + Cohesity DataProtect'.
- Own the Iconik, Telestream, Cantemo, and MAM/DAM/PAM platform relationships.
- Accelerate the Diversified / Iconik / B2 'connected stack' into a formal co-sell motion.
- Address the cold storage ask from M&E partners by developing a formal storage narrative.
- Work with CHESA to extend Powered By Backblaze into their Acorn Cloud Services offering and resolve coverage model complaints.
- Own Dropbox, Databricks, Snowflake, Splunk, and Datadog integrations, positioning B2 as the data lake/log archive tier.
- Drive technical co-development with ISV partners (e.g., B2 as the S3-compatible data source for Databricks Unity Catalog, Snowflake External Tables, and Datadog Archive Storage).
- Identify 2-3 net-new AI-adjacent ISV integrations per quarter, focusing on Physical AI and Surveillance verticals.
- Co-author integration guides, produce joint technical content, and run developer-facing webinars or workshops with ISV partners.
- Coordinate with Dev-Rel to ensure every ISV integration produces a publishable technical asset (SDK documentation, integration guide, or reference architecture).
- Measure ISV health by integration depth, including certified integration, co-sell activation, published joint reference architecture, and Tier-1 analyst coverage.
- Own the top M&E integrator relationships (CHESA, Cinesys, Diversified, IMT, KCM) and manage program mechanics like programmatic MDF, deal registration, QBR cadence, and dedicated pod assignments.
- Resolve coverage model complaints from M&E partners by assigning dedicated AE/SE/CSM pods.
- Evaluate the next tier of M&E integrators and determine add vs. hold based on revenue contribution and geographic coverage.
- Generate partner-sourced pipeline contributing to the $20M TCV bookings OKR.
- Deliver 2+ public co-branded reference architectures with ISV partners per quarter in FY 2026.
- Achieve 3 public customer references from the M&E or data ISV tier per quarter starting FY 2027.
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
- Fertility treatment and support
- Learning & development program
- Commuter benefits
- Culture that supports a healthy work-life balance
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
