Strategic Alliance Partner Manager

About Backblaze

Backblaze is a public company that makes storing and using data astonishingly easy. When our founding team got together, they committed to helping people save their data. Today, the Backblaze Storage Cloud provides a foundational platform around the world for a broad community of developers, IT generalists, entrepreneurs, and individuals who seek the easy, affordable, trusted solutions we provide.

We’ve managed to nurture a team-oriented culture with amazingly low turnover. Our approach is guided by honesty, transparency, and a commitment to doing the right thing. Our customers are happy, and so are our coworkers: In the most recent “Great Place to Work” survey, 94% of our team rated Backblaze as “a great place to work.” Check out what our employees are saying on Glassdoor!

We are seeking a Strategic Alliance Partner Manager to support our cloud service partnerships focusing on Backblaze B2 as primary storage. Are you ready to work with the Backblaze sales teams to drive success of Backblaze B2 Cloud Storage through our alliance partners, and guide them to long-term value and success?

What you’ll do:

• Recruit, manage, lead and track the go-to-market plan & activities for Backblaze B2 Cloud Storage alliance partners.
• Engage with key stakeholders and partner manager counterparts at partner organizations to drive success through partnership.
• Help define and deliver overall go-to-market strategy in specific market segments.
• Engage partner’s field sales organizations, channels and end customers to create and drive revenue opportunities for Backblaze B2.
• Set and manage goals/targets and work with your team, each partner and Backblaze sales organizations to achieve/exceed goals.
• Create and execute business plans with key internal stakeholders (e.g. marketing, publishing, legal, compliance, etc.).
• Establish relationships with the Backblaze sales team and partner’s business managers to work closely with each other to maximize success.
• Create and present sales training to partner sales teams.
• Assist marketing in driving success through joint marketing efforts like Webinars, Blog Posts etc.
• Understand the technical requirements of each partner solution and work closely with the internal product management team to guide the direction of Backblaze B2.
• Prepare and give business reviews to understand partnership progress and SWOT (Strengths, Weaknesses, Opportunity, Threats) to the senior management team.
• Gather, organize, and report back partner feedback (both technical and business) to help improve the customer and partner experience.

The Right Fit:

The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint Go to Market efforts and to easily interact with Backblaze prospects and customers. This person should have a demonstrated ability to think strategically about business, product, and technical challenges within multiple technology segments as well as the capacity to build and convey compelling value propositions. The position also requires a strong technical acumen and deep familiarity with cloud storage and content delivery networks.

• 5 years of partner relationship management. This includes both sales and technical subjects.
• 5 years of technical sales experience, working directly with customers on integrating products into customer environments.
• 5 years of experience in public cloud storage, cloud data management, or data protection companies.
• Has sufficient experience with Cloud solutions.
• Strong analytical ability, and experience in making decisions based on data.
• So charismatic that cross-functional teams love working with you, strong enough that they’ll follow you anywhere.
• Such a great listener that customers spill their guts to you.
• Ability to speak fluently to partners, senior leaders, engineers and product managers.
• Positive demeanor and partner-facing attitude, including being reliable, helpful, and efficient.
• People like you as a person and would trust you to watch their dogs or kids.
• Strong communication and interpersonal skills.
• Bias for action, doesn't wait for direction.
• Strategic, creative and innovative.
• Excellent organizational skills and attention to detail.
• Bachelor's degree preferred.

Backblaze Perks:

• 100% healthcare for family
• Dental and vision plan
• 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

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below.

The base pay range for this position is $127,500 to $187,000

At Backblaze, we value being fair and good to our customers, partners, and employees. That’s why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries, but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.

Please submit any privacy-related requests or questions to hrdatarequest@backblaze.com

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