OEM Partnerships Manager

🕒 August 11

🇺🇸 United States – Remote

💵 $134.4k - $164.5k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

Apply Now

Find Similar Remote Jobs

Set Up Email Alert For New Jobs

📊 Check your resume score for this job

Improve your chances of getting an interview by checking your resume score before you apply.

Upload Resume

Backblaze

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2007

🛍️ eCommerce

🏢 Enterprise

💰 $5M Series A on 2012-07

Cloud Storage • eCommerce • Enterprise

Backblaze is a cloud storage company that provides scalable and secure data backup solutions for both businesses and individuals. Their B2 Cloud Storage service offers S3 compatible object storage, allowing users to easily protect and manage their data with transparent pricing. Backblaze specializes in automatic and unlimited backup services for computer systems, ensuring data protection and recovery options for users, while also supporting integration with applications for enhanced functionality.

📋 Description

• Establish and advance Backblaze B2 as a validated storage tier within leading GPU and AI data platform ecosystems. • Drive design-in motions with major xPU and accelerator vendors. • Build relationships with emerging xPU vendors for validated-stack inclusion. • Own joint go-to-market with leading OEM/ODM hardware manufacturers. • Extend OEM/ODM relationships into flash-tier storage and develop a tiering narrative to object storage on HDD. • Structure OEM agreements and co-sell motions, including referral, resell, or embedded commercial models. • Identify and close 2–3 new OEM/ODM partnerships per year generating $10M+ in partner-influenced ARR within the first six months. • Deliver 5+ published, co-branded reference architectures by end of FY2026. • Produce technical validation content with the NeoCloud team and Developer Relations. • Submit reference architectures to and secure acceptance by Tier-1 analyst firms. • Negotiate commercial OEM terms and convert designed-in positions into sourced, quota-bearing pipeline. • Carry and deliver against OEM-sourced pipeline and bookings targets. • Partner with Account Executives to convert OEM-designed positions into sourced pipeline and closed revenue. • Feed product roadmap gaps to Product & Engineering. • Coordinate with Solutions Engineering on publishable, reusable reference assets. • Report to the Head of Channel & Partnerships. • Travel 30–50%.

🎯 Requirements

• 10+ years in technology partnerships, alliances, or OEM/ODM business development — preferably in cloud infrastructure, storage, or AI systems. • Existing relationships at major GPU/xPU silicon providers or leading server/storage OEMs — you know who owns the ecosystem programs and you can get a meeting. • Track record of quota-carrying sales or channel sales performance, with experience negotiating commercial OEM terms such as referral, resell, or embedded agreements. • Experience structuring and closing OEM agreements — referral, resell, embedded, or co-sell — with a track record of partner-influenced ARR. • Technical fluency in AI/ML infrastructure: understanding of GPU cluster architecture, storage tiering, accelerator software stacks, and storage in training and inference workflows. • Demonstrated ability to drive reference architecture co-development — from whiteboard to published, co-branded technical validation. • Proficiency with Salesforce for partner pipeline tracking and forecasting. • Experience working inside or alongside a major GPU/xPU vendor's partner ecosystem program (strongly preferred). • Familiarity with S3-compatible object storage in AI data pipeline contexts (strongly preferred). • Background at a cloud storage, IaaS, or AI infrastructure vendor — not a hyperscaler (strongly preferred). • Existing relationships at emerging xPU vendors (significant differentiator).

🏖️ Benefits

• 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