Sr. MSP Channel Account Manager

About Backblaze:

Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands.

Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.

But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a highly motivated and experienced SR. MSP Channel Account Manager to join our growing team and focus on building out our MSP (Managed Service Provider) program. This is a critical role in expanding our reach and bringing the benefits of Backblaze's simple, reliable, and affordable cloud solutions to a wider audience through strategic partnerships.

What You’ll Do:

As a Channel Account Manager focused on the MSP program, you will be responsible for the full lifecycle of partner management, from recruitment and onboarding to ongoing relationship management and program growth. You will be a key driver in building a thriving MSP ecosystem for Backblaze.

Responsibilities:

• MSP Program Development & Execution: Contribute to the ongoing development and refinement of the Backblaze MSP program, including program structure, incentives, training, and marketing materials. Ensure the program is competitive and attractive to potential MSP partners.
• MSP Recruitment: Identify, recruit, and onboard high-quality MSP partners that align with Backblaze's target market and strategic objectives. This involves actively prospecting, attending industry events, and leveraging your network.
• Onboarding & Training: Develop and deliver effective onboarding and training programs for new MSP partners, ensuring they are knowledgeable about Backblaze's products, services, and the MSP program.
• Relationship Management: Build and maintain strong, productive relationships with existing MSP partners. Act as their primary point of contact and advocate within Backblaze.
• Performance Management: Track and analyze MSP partner performance, identify areas for improvement, and implement strategies to drive growth and engagement. Conduct regular business reviews with key partners.
• Sales Enablement: Provide ongoing support and resources to MSP partners, including sales tools, marketing materials, and technical assistance. Help them effectively position and sell Backblaze solutions to their clients.
• Collaboration: Work closely with internal teams, including sales, marketing, product, and support, to ensure the success of the MSP program.
• Market Analysis: Stay up-to-date on industry trends, competitor activities, and the evolving needs of the MSP market. Provide feedback to the product team to help shape the future direction of Backblaze solutions.
• Reporting & Forecasting: Maintain accurate records of partner activity and performance. Provide regular reports and forecasts on MSP program growth and revenue.

The Right Fit: 

• 6+ years of experience in channel sales, with a focus on MSPs or IT service providers.
• Proven track record of successfully recruiting, onboarding, and managing MSP partners.
• Strong understanding of the MSP market and the needs of MSP clients.
• Excellent communication, presentation, and interpersonal skills.
• Ability to build and maintain strong relationships with partners. 1  
• Highly organized and detail-oriented, with strong project management skills.
• Self-motivated and results-oriented, with a strong work ethic.
• Experience with CRM software (e.g., Salesforce) preferred.
• Experience with cloud storage and backup solutions a plus.
• 25% travel may be required

Backblaze Perks: 

• Healthcare for family, including dental and vision
• Competitive compensation and 401K  
• RSU grants for full-time employees 
• ESPP program  
• Flexible vacation policy 
• Maternity & paternity leave 
• MacBook Pro to use for work plus a generous stipend to personalize your  workstation 
• Childcare bonus (human children only) 
• Fertility treatment and support 
• Learning & development program 
• Commuter benefits 
• Culture that supports a healthy work-life balance 

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below.

The base pay range for this position is $133,000 - $143,500.

At Backblaze, we value being fair and good to our customers, partners, and employees. That’s why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries, but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.

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