Responsibilities

B2's fastest-growing adoption path in IT, M&E industries is ISV integration. When Veeam, Cohesity, Rubrik, or Iconik ships B2 as a validated storage endpoint, every customer they sell becomes a B2 customer without a single outbound motion. That is the flywheel.
This role owns the pillar of building B2 into the default storage layer for the ISV applications that serve IT infrastructure, Media & Entertainment, and AI/Data workflows. You will own the ISV partnership program from signed integration to co-sell to joint reference architecture — and you will extend DevRel (Flamethrower) into the ISV ecosystem to create technical pull.
The existing M&E integrator ecosystem (CHESA, Cinesys, Diversified, IMT, KCM) gives you an immediate warm base. These are active partners with Powered By Backblaze deployments and specific asks (cold storage tier, simplified coverage, programmatic MDF). You are inheriting a running program — your mandate is to scale it and add the next tier of ISV logos.
Backup & Recovery ISV Tier
Own the Veeam, Cohesity, and Rubrik 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 backup ISV. Every Veeam/Cohesity/Rubrik deployment should default to B2 as the cloud tier, at the same or better tier than AWS S3 or Wasabi.
Work with Enablement to build ISV-specific sales plays: "B2 + Veeam immutable backup" and "B2 + Cohesity DataProtect" as repeatable deal structures as examples.
Media Asset Management & M&E ISV Tier
Own the Iconik, Telestream, Cantemo, and MAM/DAM/PAM platform relationships — the software layer that sits above B2 in every M&E workflow.
Accelerate the Diversified / Iconik / B2 "connected stack" into a formal co-sell motion. Rich Zabel's team at Diversified is converting Wasabi customers to B2 at renewal — you operationalize that.
Address the cold storage ask from Diversified and Cinesys: develop a formal storage narrative and bring it to the ISV partners who are losing deals without it.
Work with CHESA to extend Powered By Backblaze into their Acorn Cloud Services offering — and solve their coverage model complaint (assign one pod per top M&E partner).

ISV Partnerships Manager at Backblaze · LumiJobs

ISV Partnerships Manager

Responsibilities

Benefits

Company

Backblaze

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