<p><span style="font-size: 12pt;">Backlight is seeking a <strong>cloud-savvy strategic partnerships manager</strong> to own and grow relationships with <strong>AWS and other key cloud or ISV partners</strong>. Reporting to the <strong>Director of Channel Sales</strong>, 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 <strong>high-impact, high-visibility role</strong> 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.</span></p><h2><span style="font-size: 12pt;"><strong>Key Responsibilities</strong></span></h2><ul><li style="font-size: 12pt;"><span style="font-size: 12pt;">Own and manage the <strong>AWS partnership end-to-end</strong>, including certifications, program participation (e.g. ISV Accelerate), and opportunity updating via the ACE CRM.</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Identify and grow <strong>additional strategic cloud and ISV partnerships</strong>, especially those with high GTM or integration potential. Examples include Google and CloudFlare.</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Develop and execute <strong>joint GTM strategies</strong>, including partner enablement, co-marketing campaigns, and sales alignment.</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Track and report on <strong>pipeline influence, MDF utilization, certifications, and program tiering</strong><strong><br></strong></span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Represent Backlight in external partner meetings, strategic planning sessions, and relevant ecosystem events</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Build scalable processes for lead registration, qualification and hand-off to Account Executive team. </span></li></ul><h2><span style="font-size: 12pt;"><strong>Preferred Qualifications</strong></span></h2><ul><li style="font-size: 12pt;"><span style="font-size: 12pt;">5–7+ years of experience in <strong>cloud partnerships, strategic alliances, or partner GTM</strong> at a B2B SaaS company</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Deep experience working with <strong>AWS or other cloud ecosystems</strong>, including co-sell motions and partner program management</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Proven ability to <strong>build and scale strategic partner relationships</strong> that drive measurable revenue growth</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Strong cross-functional collaboration skills—able to operate between Sales, Marketing, and Product to align and execute</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Excellent communicator with both strategic thinking and hands-on operational execution</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Familiarity with the <strong>media, entertainment, or video technology ecosystem</strong> is a strong plus</span></li></ul><h2><span style="font-size: 12pt;"><strong>Behavioral Skills</strong></span></h2><ul><li style="font-size: 12pt;"><span style="font-size: 12pt;">Strategic and resourceful—comfortable owning initiatives from scratch</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Data-driven, with the ability to define and track impact metrics across partner programs</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Collaborative team player with a high level of initiative and follow-through</span></li><li style="font-size: 12pt;"><span style="font-size: 12pt;">Thrives in fast-paced environments and embraces ambiguity as opportunity</span></li></ul><p> </p>