Senior Director, Partnerships – Ecosystem
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Job Description
Director of Partnerships & Ecosystem at Backblaze, responsible for building and scaling the partner ecosystem and executing strategies for AI infrastructure and cloud adoption.
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.
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
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