Alliances Partner Development Director

About Backblaze:

Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands.

Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.

But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a highly motivated and experienced Alliances Partner Development Director.

What You'll Do:

The Alliances Partner Development Director will be a key driver of revenue growth by cultivating and expanding strategic partnerships within the IT Backup and Data Management ecosystem. This role focuses on building a robust pipeline and achieving significant bookings through collaborative initiatives with leading partners such as Rubrik, CommVault, Veritas, Nutanix, and other relevant technology providers. The ideal candidate will possess a deep understanding of the IT backup and recovery market, strong partner management skills, and a proven track record of exceeding sales targets through strategic alliances.

Responsibilities:

• Strategic Partner Management:
• Develop and execute comprehensive joint business plans with key IT Backup partners (Rubrik, CommVault, Veritas, Nutanix, etc.) to drive mutual growth.
• Establish and maintain strong relationships with executive-level contacts and key stakeholders within partner organizations.
• Identify and recruit new strategic partners to expand market reach and enhance solution offerings.
• Pipeline Generation and Bookings:
• Drive joint co-sell strategies with partners to develop qualified co-sell opportunities and build the Alliance Partner sales pipeline to meet quarterly goals. 
• Collaborate with partner sales teams to develop and execute joint sales plays and campaigns.
• Accurately forecast and track partner-driven pipeline and bookings.
• Meet and exceed quarterly and annual sales targets through partner collaboration.
• Enablement and Training:
• Develop and deliver partner enablement programs to ensure partners are equipped to effectively sell and support solutions.
• Conduct regular training sessions and workshops for partner sales and technical teams.
• Provide partners with access to sales tools, marketing materials, and technical resources.
• Joint Initiatives:
• Collaborate with partner marketing leadership to engage in the partner opportunity, positioning and messaging to support the partner GTM strategy. Work with partner marketing to develop and execute joint marketing campaigns and events.
• Participate in industry events and conferences to promote partner solutions and build relationships.
• Performance Analysis and Reporting:
• Track and analyze partner performance metrics to identify areas for improvement.
• Provide regular reports on partner pipeline, bookings, and other key performance indicators.
• Conduct regular business reviews with partners to assess progress and identify opportunities for growth.
• Market Intelligence:
• Stay abreast of industry trends, competitive landscape, and partner developments in the IT Backup and Data Management market.
• Provide feedback to product and marketing teams on partner and customer needs.

The Right Fit:

• Bachelor's degree in business, marketing, or a related field; MBA preferred.
• Minimum of 12+ years of experience in partner management, alliances, or business development within the IT industry, specifically within the data protection and backup sector.  
• Proven track record of building and managing successful partnerships with leading technology vendors, particularly with Rubrik, CommVault, Veritas, Nutanix, or similar companies.
• Deep understanding of IT backup and recovery solutions, technologies, and market trends.
• Strong sales acumen and ability to drive revenue growth through partner collaboration.
• Excellent communication, presentation, and interpersonal skills.
• Ability to build and maintain relationships with executive-level contacts.
• Strong analytical and problem-solving skills.
• Ability to travel as required.
• Demonstrated ability to work in a fast paced environment, and to be a self starter.

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 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 $165,900 - $188,300.

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.

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