Senior Strategic Partnerships Manager, Cloud & ISV

Summary

Join Backlight as a Cloud-Savvy Strategic Partnerships Manager and cultivate key relationships with AWS and other cloud/ISV partners. Reporting to the Director of Channel Sales, you will be vital in activating and scaling our partner ecosystem to boost pipeline, revenue, and market presence. Lead joint go-to-market strategies, manage co-sell programs, and collaborate with sales, marketing, and product teams. This high-impact role demands a strong understanding of cloud partnerships, a builder's mindset, and a proven ability to translate partner programs into tangible results. You will own and manage the AWS partnership, identify and grow additional strategic partnerships, and develop joint go-to-market strategies. Finally, you will track and report on key metrics and represent Backlight in external partner meetings.

Requirements

• 5–7+ years of experience in cloud partnerships, strategic alliances, or partner GTM at a B2B SaaS company
• Deep experience working with AWS or other cloud ecosystems, including co-sell motions and partner program management
• Proven ability to build and scale strategic partner relationships that drive measurable revenue growth
• Strong cross-functional collaboration skills—able to operate between Sales, Marketing, and Product to align and execute
• Excellent communicator with both strategic thinking and hands-on operational execution

Responsibilities

• Own and manage the AWS partnership end-to-end, including certifications, program participation (e.g., ISV Accelerate), and opportunity updating via the ACE CRM
• Identify and grow additional strategic cloud and ISV partnerships, especially those with high GTM or integration potential. Examples include Google and CloudFlare
• Develop and execute joint GTM strategies, including partner enablement, co-marketing campaigns, and sales alignment
• Track and report on pipeline influence, MDF utilization, certifications, and program tiering
• Represent Backlight in external partner meetings, strategic planning sessions, and relevant ecosystem events
• Build scalable processes for lead registration, qualification and hand-off to Account Executive team

Preferred Qualifications

• Familiarity with the media, entertainment, or video technology ecosystem is a strong plus
• Strategic and resourceful—comfortable owning initiatives from scratch
• Data-driven, with the ability to define and track impact metrics across partner programs
• Collaborative team player with a high level of initiative and follow-through
• Thrives in fast-paced environments and embraces ambiguity as opportunity