The Strategic Partnerships Manager will lead the AWS partnership, grow strategic cloud partnerships, and develop joint go-to-market strategies to enhance revenue and market presence.
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.
- 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
- 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
Top Skills
AWS
Cloudflare
GCP
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