ISV Partnerships Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage the partnerships with Veeam, Cohesity, and Rubrik from technical integration certification to co-sell activation and joint pipeline development.

• Propel B2 into verified storage endpoint documentation intended for backup ISVs.

• Create sales strategies specific to ISVs in collaboration with Enablement.

• Oversee relationships with Iconik, Telestream, Cantemo, and MAM/DAM/PAM platforms.

• Enhance the co-selling efforts of the Diversified/Iconik/B2 connected-stack.

• Formulate a comprehensive cold-storage narrative tailored for M&E ISV partners.

• Expand the Powered By Backblaze initiative within CHESA’s Acorn Cloud Services offering and enhance partner engagement.

• Manage integrations for Dropbox, Databricks, Snowflake, Splunk, and Datadog concerning data lake and log-archive workflows.

• Foster technical co-development efforts alongside DevRel/Flamethrower.

• Identify 2–3 new AI-adjacent ISV integrations each quarter.

• Collaborate on integration guides, develop joint technical content, and facilitate developer-oriented webinars or workshops.

• Ensure that each ISV integration results in a publishable technical asset.

• Assess ISV health by analyzing integration depth, co-sell activation, joint reference architectures, and analyst coverage.

• Manage key M&E integrator relationships and program components, including MDF, deal registration, QBRs, and pod assignments.

• Address partner coverage-model challenges and assess additional M&E integrators.

• Drive partner-sourced pipeline growth towards the $20M TCV bookings OKR.

• Produce 2+ public co-branded reference architectures each quarter in FY2026 and 3 public customer references each quarter starting FY2027.

• Report to the Sr. Director of Partnerships & Ecosystem, or temporarily to the CRO.

⛳️ Requirements

• 10+ years of experience in technology partnerships, ISV alliances, or developer ecosystem roles related to cloud infrastructure, storage, backup/recovery, or data platforms.

• Established relationships with at least 2 of the following: Veeam, Cohesity, Rubrik, Databricks, Snowflake, Splunk, Datadog, Iconik, or similar backup/data/MAM ISVs.

• Proven experience in managing ISV partner programs comprehensively, covering integration certification, co-sell activation, joint GTM, and MDF governance.

• Technical expertise in S3-compatible APIs, object-storage tiering, and cloud-storage integrations tailored for backup/recovery or data-pipeline ISVs.

• Experience in simultaneously managing multiple ISV relationships.

• Proficiency in Salesforce for partner pipeline management and forecasting purposes.

• Willingness to travel 30–50% of the time.

• Strongly preferred: Background in M&E technology or media workflows with knowledge of MAM/DAM/PAM, post-production processes, and the M&E integrator landscape.

• Strongly preferred: Experience with a cloud-storage, backup-ISV, or data-platform vendor.

• Strongly preferred: Familiarity with MDF governance, deal registration, and partner tiering processes.

• Strongly preferred: Understanding of AI/ML data-pipeline applications in S3-compatible object storage.

• Strongly preferred: Existing relationships with M&E integrators.

🏝️ Benefits

• Healthcare coverage for your family, including dental and vision.

• Competitive salary and 401K plan.

• RSU grants available for full-time employees.

• Employee Stock Purchase Plan (ESPP).

• Flexible vacation policy.

• Maternity and paternity leave support.

• MacBook Pro for work, along with a generous stipend to customize your workstation.

• Childcare bonus (for human children only).

• Support for fertility treatments.

• Opportunities for learning and development.

• Commuter benefits.

• A culture that promotes a healthy work-life balance.