ISV Partnerships Manager - Backblaze

About the Role

Backblaze is seeking an ISV Partnerships Manager to own the work of building B2 into the default storage layer for ISV applications that serve App & Infrastructure and Data & AI workflows. You will own the ISV partnership program from signed integration to co-sell to joint reference architecture, extending Flamethrower (our developer relations program) into the ISV ecosystem to create technical pull.

This role requires someone technically credible enough to lead an integration architecture review, and commercially sharp enough to run the sales and strategic relationship side of the partnership. You will inherit a mix of established ISV relationships and open ground still to build.

What You'll Do

App & Infrastructure ISV Tier

• 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 the validated storage endpoint documentation for each infrastructure ISV so deployments default to B2 as the cloud tier.
• Work with Enablement to build ISV-specific sales plays as repeatable deal structures.
• Develop a formal storage tiering narrative for infrastructure ISV partners.

Data & AI ISV Tier

• 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.

Extend Flamethrower, Our Developer Relations Program, into the ISV Ecosystem

• Co-author integration guides, produce joint technical content, and run developer-facing webinars and workshops with ISV partners.
• Coordinate with Developer Relations to ensure every ISV integration produces a publishable, Flamethrower-grade technical asset.
• Measure ISV health by integration depth: certified integration → co-sell activation → published joint reference architecture → Tier-1 analyst coverage.

ISV Partner Program Operations

• Build out program mechanics—programmatic MDF, deal registration, QBR cadence, and dedicated support assignments—where they don't yet exist.
• Work with Revenue Operations to resolve partner coverage gaps.
• Evaluate the next tier of ISV partners and determine add vs. hold based on revenue contribution and technical fit.

Channel Sales & Commercial Execution

• Structure and negotiate commercial partnership terms—referral, resell, or embedded models—that create pull-through B2 revenue.
• Carry and deliver against a partner-sourced pipeline and bookings target.
• Build strategic account plans for top ISV partners aligning technical roadmaps with commercial goals.

Goal Accountability

• Generate partner-sourced pipeline contributing to total contract value bookings goals.
• 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.

The Right Fit

Required:

• 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.
• Existing relationships at two or more ISVs in the backup, infrastructure, or data platform categories.
• Experience running ISV partner programs end-to-end.
• Technical fluency in S3-compatible APIs, object storage tiering, and backup/recovery or data pipeline ISV integrations.
• Experience managing a portfolio of ISV relationships simultaneously.
• Salesforce proficiency for partner pipeline management and forecasting.

Strongly Preferred:

• Experience at or with a cloud storage, backup ISV, or data platform vendor.
• Familiarity with MDF governance, deal registration programs, and partner tiering structures.
• Understanding of AI/ML data pipeline use cases.
• Experience building or running a channel sales motion with direct quota or pipeline accountability.

Logistics

• Remote - US
• 30–50% travel
• Reports to: Head of Channel & Partnerships

Backblaze Perks

• 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 plus a generous stipend to personalize your workstation
• Childcare bonus
• Fertility treatment and support
• Learning & development program
• Commuter benefits