Director, Neo Cloud Sales

Responsibilities

• We started by building storage servers from scratch in a Palo Alto apartment to save 90% on hardware. Turns out hard constraints make for pretty good engineering. That discipline forged a platform that performs as well or better than competitors, scales to multi-exabyte workloads, and costs a fraction of what AWS or Google charge. AI infrastructure runs on data. Storage gets hard at scale. We've been breaking, rebuilding, and improving that storage layer for 20 years.
• Today, the world's leading AI infrastructure providers, neoclouds, and data-intensive businesses run on Backblaze. Our platform includes:
• You will build and run this segment as its own business inside the CRO organization: your own quota, your own team, and the mandate to decide how Backblaze wins each account. These deals look more like telecom or federal sales than SaaS. Cycles are long, buyers sit at the CXO level, and contracts run three to five years. Often Backblaze sits behind the NeoCloud's own storage service, so the work continues after signature, in SLAs, support, and integration.
• What You Will Own & Build
• Build
• You build this with the Field CTO, Strategic Partnerships, an SE and Cloud Operations beside you, and with your AEs as they join.
• Sell-With. This is Strategic Partnerships' motion, and you work it in tandem with them, not underneath them, on OEM and ISV flywheels with partners such as NVIDIA, Super Micro, Weka, VAST, and AMD. When a NeoCloud wants help selling Backblaze storage to its own customers, you and Strategic Partnerships decide together how to staff it.
• Executive sponsorship. Secure a Backblaze executive sponsor and a customer executive sponsor for every priority account, then run CXO conversations without senior leadership in the room.
• Product depth. You can work with senior product and development teams at a NeoCloud and hold a strategic conversation, not only a commercial one.
• Leadership. You have led a small, senior, quota-carrying team and still carry a number yourself. A Specialist team in a large organization, esp in early days a plus.

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