Alliance Manager

The Mission

Backlight is a global media technology company building the tools that power modern media operations, from production and asset management to broadcast and streaming. Our SaaS solutions are trusted by giants like Google, Ubisoft, Spotify, and Marvel to move and monetize content at scale.

We build the solutions that make global storytelling possible. Join us and help scale the future of media technology.

As an Alliance Manager at Backlight, you will own our AWS partnership execution end-to-end, turning it into a predictable, high-impact revenue engine. You'll manage the full partner lifecycle, from program execution to co-sell strategy, and turn AWS into a consistent source of qualified pipeline and accelerated deal velocity.

Responsibilities

• Own AWS partnership execution end-to-end, managing everything from ISV Accelerate participation and competency attainment to AWS Marketplace transactions and co-sell through ACE

• Develop joint go-to-market strategies that align sales, marketing, and product teams with AWS resources, ensuring every partnership activity ladders up to pipeline creation

• Cultivate direct connections with AWS sellers, solution architects, and partner managers to ensure Backlight is positioned in the right customer conversations

• Build scalable lead management processes from opportunity registration through qualified handoff

• Deliver weekly reporting on partnership KPIs including pipeline influence, MDF utilization, and program advancement

• Identify what's working and what's not, and course-correct quickly to maintain partnership performance accountability

Requirements

We value curiosity, ownership, and a craft-first mindset. We're looking for someone who doesn't just execute tasks but looks for the most impactful and scalable way to drive results.

You have

• At least 3 years of accountable alliance management within the AWS ecosystem

• 5+ years of B2B SaaS go-to-market experience with proven revenue impact

• Deep, operational knowledge of co-sell mechanics, AWS GTM structures, ISV Accelerate, and AWS Marketplace

• Proven track record of building and scaling strategic partner relationships that generated measurable pipeline growth

Bonus points

• Experience in media, entertainment, or video technology verticals

• Hands-on familiarity with Salesforce and AWS ACE for partner pipeline tracking

• Builder's mindset with comfort owning outcomes in fast-paced, ambiguous environments

Work Arrangement

Location: Fully remote

Time zone: EST

Eligible locations: US