Offer summary

Qualifications:

5–7+ years of experience in cloud partnerships or strategic alliances within a B2B SaaS company., Deep understanding of AWS or other cloud ecosystems, including co-sell motions and partner program management., Proven track record of building and scaling strategic partner relationships that generate revenue., Strong cross-functional collaboration skills to align sales, marketing, and product teams..

Key responsibilities:

Own and manage the AWS partnership, including certifications and program participation.

Identify and develop additional strategic cloud and ISV partnerships with high GTM potential.

Develop and execute joint go-to-market strategies, including enablement and co-marketing campaigns.

Track and report on pipeline influence, certifications, and program metrics.

Job description

Backlight is seeking a cloud-savvy strategic partnerships manager to own and grow relationships with AWS and other key cloud or ISV partners. Reporting to the Director of Channel Sales, this role is instrumental in activating and scaling our partner ecosystem to drive pipeline, revenue, and market presence across the Backlight portfolio.You’ll lead joint go-to-market motions, manage co-sell programs, and collaborate cross-functionally with sales, marketing, and product teams to make cloud and ISV partnerships a key revenue engine for the business. This is a high-impact, high-visibility role ideal for someone with a strong understanding of cloud partnerships, a builder’s mindset, and a track record of translating partner programs into real GTM results.

Key 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

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
Familiarity with the media, entertainment, or video technology ecosystem is a strong plus

Behavioral Skills

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

Required profile