Backblaze External Website - Sr. Director, Partnerships & Ecosystem

• 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: • 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 across AWS Marketplace, Azure Marketplace, or similar cloud marketplaces. • Strong technical acumen with an understanding of how compute, storage, and cloud infrastructure solutions work together. • Comfortable partnering cross-functionally with Sales, Product, Marketing, Finance, and Executive Leadership to build scalable go-to-market motions. • Builder mindset with the ability to thrive in an ambiguous, high-growth environment.