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
Backlight Boston, Massachusetts, USA Office
Boston, Massachusetts, United States
Similar Jobs
Artificial Intelligence • eCommerce • Information Technology • Internet of Things • Automation
Supervises a software engineering team to deliver Managed Services software development solutions, ensuring customer satisfaction and process improvement.
Top Skills:
AgileCiscoIbmLeanMicrosoftSdlcVMware
Artificial Intelligence • eCommerce • Information Technology • Internet of Things • Automation
The Business Development Manager drives growth by coordinating sales efforts, building relationships, managing opportunities, and executing strategies in collaboration with partners and internal teams at CDW.
Artificial Intelligence • eCommerce • Information Technology • Internet of Things • Automation
Coordinate project aspects for the Transformation Office, provide support to executives, manage schedules, budgets, and communication within cross-functional teams.
Top Skills:
Project Management
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
