ISV Partnerships Manager

Overview

Own Backblaze B2's ISV partnership program across App & Infrastructure and Data & AI, from technical integration through co-sell, joint reference architectures and partner-sourced pipeline.

What you'll do

• Own backup, recovery, and infrastructure software ISV partnerships end-to-end, from technical integration certification to co-sell activation to joint pipeline.
• Drive B2 into validated storage endpoint documentation for each infrastructure ISV, so deployments default to B2 as the cloud tier at the same or better tier than other major cloud storage options.
• Work with Enablement to build ISV-specific sales plays, such as immutable backup and data protection solutions pairing B2 with a partner platform, as repeatable deal structures.
• Develop a formal storage tiering narrative for infrastructure ISV partners who need it to win deals, and bring it to the partners asking for it.
• Own integrations with data and analytics platforms, positioning B2 as the data lake and log archive tier for AI and analytics workflows.
• Work with Developer Relations (Flamethrower) to drive technical co-development: B2 as the S3-compatible data source for lakehouse platforms, external table architectures, and archive storage use cases.
• Identify 2–3 net-new AI-adjacent ISV integrations per quarter, including opportunities in emerging verticals such as physical AI and surveillance.
• Extend Flamethrower into the ISV ecosystem by co-authoring integration guides, producing joint technical content, and running developer-facing webinars and workshops with ISV partners.
• Coordinate with Developer Relations so every ISV integration produces a publishable, Flamethrower-grade technical asset such as SDK documentation, an integration guide, or a reference architecture.
• Measure ISV health by integration depth: certified integration, co-sell activation, published joint reference architecture, then Tier-1 analyst coverage.
• Build out ISV program mechanics where they don't yet exist, including programmatic MDF, deal registration, QBR cadence, and dedicated support assignments, and refine them where they do.
• Work with Revenue Operations to resolve partner coverage gaps, including dedicated sales, solutions engineering, and customer success support for top partners.
• Evaluate the next tier of ISV partners and determine add vs. hold based on revenue contribution and technical fit.
• Structure and negotiate commercial partnership terms, such as referral, resell, or embedded models, that create pull-through B2 revenue from ISV-sourced deals.
• Carry and deliver against a partner-sourced pipeline and bookings target, running the program with the discipline of a channel sales motion.
• Build strategic account plans for top ISV partners that align the technical integration roadmap with commercial goals and executive-level relationships on both sides.
• Generate partner-sourced pipeline contributing to total contract value bookings goals through App & Infrastructure and Data & AI ISV integrations.
• Deliver two or more public co-branded reference architectures with ISV partners per quarter.
• Achieve three public customer references per quarter from the App & Infrastructure or Data & AI ISV tiers.

What you'll need

• 10+ years in technology partnerships, ISV alliances, channel sales, or developer ecosystem roles in cloud infrastructure, storage, backup/recovery, or data platforms.
• Track record of quota-carrying sales or channel sales performance, including experience negotiating commercial partner terms such as resell, referral, or revenue-share agreements.
• Existing relationships at two or more ISVs in the backup, infrastructure, or data platform categories.
• 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 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, balancing strategic account management with hands-on technical integration review.
• Salesforce proficiency for partner pipeline management and forecasting.

Nice to have

• Experience at or with a cloud storage, backup ISV, or data platform vendor (not a hyperscaler).
• Familiarity with MDF governance, deal registration programs, and partner tiering structures.
• Understanding of AI/ML data pipeline use cases, including training data storage, log archival, and checkpoint management, in the context of S3-compatible object storage.
• Experience building or running a channel sales motion with direct quota or pipeline accountability, not just alliance or relationship management.

Details

• Remote, US.
• 30–50% travel.
• Reports to the Head of Channel & Partnerships.
• Base pay range: $134,400 - $164,500.