Sr. Director, Partnerships & Ecosystem

📋 Description

• Build and execute partner ecosystem strategy across OEMs, cloud providers, ISVs, distributors.
• Develop strategic partnerships with GPU cloud providers and AI infrastructure.
• Build and scale MSP, CDN, NeoCloud, and xSP partner programs with enablement and governance.
• Expand relationships with backup, data management, and data platform ISVs via certifications and co-sell.
• Develop Backblaze marketplace strategy across AWS Marketplace, Azure Marketplace, and emerging AI marketplaces.
• Design and launch a scalable partner program with tiers, deal registration, governance, and incentives.

🎯 Requirements

• 10+ years building partner, channel, or ecosystem programs in cloud infrastructure, SaaS, storage, or enterprise tech.
• Proven experience scaling partner organizations from ~$10M to $200M+ in revenue.
• Demonstrated track record of driving partner-sourced revenue with $20M+ quarterly pipeline or bookings.
• Experience leading teams of 3–25 people.
• Deep understanding of cloud infrastructure and partner programs for pay-as-you-go and subscription models.
• Experience building partner programs from the ground up: tiers, compensation, deal registration, enablement, and rules.
• Deep understanding of OEM, ISV, MSP, CDN, distributor, and cloud ecosystems.
• Experience developing marketplace strategies across AWS Marketplace, Azure Marketplace, or similar.

🎁 Benefits

• Healthcare for family, including dental and vision.
• RSU grants for full-time employees.
• ESPP program.
• Flexible vacation policy.
• Maternity and paternity leave.
• MacBook Pro for work and workstation stipend.