ISV Partnerships Manager

ISV Partnerships Manager Remote - US 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 an: ISV Partnerships Manager! About the Role One of the fastest-growing adoption paths for Backblaze B2 is ISV integration across App & Infrastructure and Data & AI platforms. When a storage, backup, or data platform ships B2 as a validated storage endpoint, every customer that platform sells becomes a potential B2 customer without a single outbound motion. That is the flywheel. This role owns the work of building B2 into the default storage layer for the ISV applications that serve App & Infrastructure and Data & AI workflows. You will own the ISV partnership program from signed integration to co-sell to joint reference architecture — and you will extend Flamethrower, our developer relations program, into the ISV ecosystem to create technical pull. This is a role for someone who is technically credible enough to lead an integration architecture review, and commercially sharp enough to run the sales and strategic relationship side of the partnership.

You will inherit a mix of established ISV relationships and open ground still to build across App & Infrastructure and Data & AI. Some partner asks are already on the table — storage tiering, simplified coverage models, and programmatic market development funds — while other parts of the program don't exist yet. Your mandate is to scale what's working and build out the next tier of ISV partners where it isn't. What You'll Do App & Infrastructure ISV Tier - Own backup, recovery, and infrastructure software ISV partnerships end-to-end — from technical integration certification to co-sell activation to joint pipeline. - Drive B2 into the validated storage endpoint documentation for each infrastructure ISV. Every deployment should be able to default to B2 as the cloud tier, at the same or better tier than other major cloud storage options. - Work with Enablement to build ISV-specific sales plays — for example, immutable backup and data protection solutions pairing B2 with a partner platform — as repeatable deal structures. - Develop a formal storage tiering narrative for infrastructure ISV partners who need it to win deals, and bring it to the partners who are asking for it. Data & AI ISV Tier - Own integrations with data and analytics platforms, positioning B2 as the data lake and log archive tier for AI and analytics workflows. - Work with Developer Relations (Flamethrower) to drive technical co-development: B2 as the S3-compatible data source for lakehouse platforms, external table architectures, and archive storage use cases. - Identify 2–3 net-new AI-adjacent ISV integrations per quarter — including opportunities in emerging verticals such as physical AI and surveillance. Extend Flamethrower, Our Developer Relations Program, into the ISV Ecosystem - Extend Flamethrower — Backblaze's developer relations program — into the ISV ecosystem: co-authoring integration guides, producing joint technical content, and running developer-facing webinars and workshops with ISV partners.