Sr. Director, Partnerships & Ecosystem

Backblaze External Website

3d•$175,000 - $229,000

About The Position

As AI infrastructure and cloud adoption continue to accelerate, Backblaze is investing in its next phase of growth. They are looking for a Director of Partnerships & Ecosystem to build and scale their partner ecosystem from the ground up. This is a builder role where the individual will create the strategy, programs, and routes-to-market that help expand Backblaze's reach across AI infrastructure, cloud providers, ISVs, distributors, and marketplaces.

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.

Nice To Haves

Experience working with AI infrastructure providers or GPU cloud ecosystems.
Existing relationships across NVIDIA, Veeam, Cohesity, Databricks, Snowflake, Cloudflare, DigitalOcean, or similar technology partners.
Experience building global partner programs across North America, EMEA, and APAC.
Background in cloud storage, object storage, or infrastructure software.
Experience working in a public SaaS company.

Responsibilities

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.

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