Sr. Director, Partnerships & Ecosystem

About The Role

As AI infrastructure and cloud adoption continue to accelerate, we're investing in our next phase of growth. We're looking for a Director of Partnerships & Ecosystem to build and scale our partner ecosystem from the ground up. This is a true builder role where you'll create the strategy, programs, and routes-to-market that help expand Backblaze's reach across AI infrastructure, cloud providers, ISVs, distributors, and marketplaces.

What You'll Do:

• Build and execute Backblaze's partner ecosystem strategy across OEMs, cloud infrastructure providers, ISVs, distributors, and marketplaces.
• Develop strategic partnerships with GPU cloud providers, AI infrastructure companies, and compute platforms to position Backblaze as the preferred storage solution.
• Build and scale MSP, CDN, NeoCloud, and xSP partner programs, including program structure, partner enablement, compensation models, and rules of engagement.
• Expand relationships with backup, data management, and data platform ISVs through technical certifications, reference architectures, and co-sell programs.
• Develop Backblaze's marketplace strategy across AWS Marketplace, Azure Marketplace, and emerging AI marketplaces.
• Design and launch a scalable partner program, including partner tiers, deal registration, enablement, governance, and incentive structures.
• Partner closely with Sales, Product, Marketing, and Executive Leadership to create repeatable partner-led revenue motions.
• Build reporting and metrics that measure partner performance, pipeline contribution, and program effectiveness.

The Right Fit:

• 10+ years of experience building partner, channel, or ecosystem programs within cloud infrastructure, SaaS, storage, or enterprise technology companies.
• Proven experience scaling partner organizations through high-growth phases, ideally helping grow a business from approximately $10M to $200M+ in revenue.
• Demonstrated track record of driving partner-sourced revenue, with experience generating $20M+ in quarterly partner pipeline or bookings through strategic partner programs.
• Experience managing and developing high-performing teams, with leadership experience scaling organizations ranging from 3 to 25 team members.
• Deep understanding of cloud infrastructure and experience building partner programs around both pay-as-you-go (consumption-based) and subscription-based business models.
• Experience building partner programs from the ground up, including partner tiers, compensation models, deal registration, enablement, and rules of engagement.
• Deep understanding of OEM, ISV, MSP, CDN, distributor, and cloud partner ecosystems.
• Experience developing marketplace strategies.