OEM Partnerships Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish and enhance Backblaze B2 as a recognized storage tier within NVIDIA's AI Data Platform ecosystem.

• Initiate design-in strategies with AMD and Intel while fostering relationships with Cerebras, SambaNova, and emerging xPU vendors.

• Lead joint go-to-market efforts with Super Micro, WD, and Seagate, transforming hardware deployments into B2-integrated infrastructure solutions.

• Expand partnerships to include flash-tier providers such as VAST, WEKA, and DDN.

• Develop OEM agreements and co-sell initiatives, encompassing referral, resell, and embedded commercial models.

• Identify and secure 2–3 new OEM/ODM partnerships per year, generating over $10M in partner-influenced ARR within six months.

• Deliver 5+ published, co-branded reference architectures by the conclusion of FY2026.

• Create technical validation content in collaboration with the NeoCloud team and DevRel Lead.

• Submit reference architectures to Tier-1 analyst firms, aiming for two published analyst reports as a FY2026 OKR.

• Contribute to OEM-ISV bookings, reference architecture co-marketing, and achieve OEM-ISV account-close targets.

• Convert OEM-designed-in positions into a sourced pipeline with Account Executives.

• Provide insights on product roadmap gaps to the Product & Engineering teams.

• Collaborate with Sales Engineering to develop publishable, reusable co-development assets.

• Report directly to the Sr. Director of Partnerships & Ecosystem, or the interim CRO.

⛳️ Requirements

• Over 10 years of experience in technology partnerships, alliances, or OEM/ODM business development, ideally within cloud infrastructure, storage, or AI systems.

• Established connections at NVIDIA, AMD, Intel, or a significant GPU OEM such as SMCI, WD, Seagate, or Quanta.

• Proven experience in structuring and closing OEM agreements, including referral, resell, embedded, or co-sell models.

• Demonstrated success in generating partner-influenced ARR.

• Technical proficiency in AI/ML infrastructure, GPU cluster architecture, storage tiering, CUDA/software stacks, and training/inference workflows.

• Proven ability to drive reference architecture co-development from concept to published, co-branded technical validation.

• Proficient in Salesforce for tracking partner pipeline and forecasting.

• Experience within or alongside NVIDIA AI Data Platform, AMD Instinct, or Intel Gaudi partner programs is preferred.

• Familiarity with S3-compatible object storage in AI data pipeline contexts is preferred.

• Background in a cloud storage, IaaS, or AI infrastructure vendor is preferred.

• Established relationships with Cerebras, SambaNova, or emerging xPU vendors are preferred.

• Experience managing an AI program across various functions, exposure to AI governance, a background in cloud infrastructure/storage/technical B2B, or experience with organizational transitions are advantageous.

• Willingness to travel 30–50% of the time.

🏝️ Benefits

• Healthcare coverage for family, including dental and vision options.

• Competitive salary and 401K plans.

• RSU grants available for full-time employees.

• Employee Stock Purchase Plan (ESPP).

• Flexible vacation policy.

• Maternity and paternity leave.

• MacBook Pro for work, along with a generous stipend to customize your workstation.

• Childcare bonus (for human children only).

• Fertility treatment and support available.

• Learning and development program offered.

• Commuter benefits provided.

• A culture that promotes a healthy work-life balance.