Channel Sales Manager OEM

Responsibilities

• Own the OEM alliance portfolio: Serve as WEKA's primary point of contact and strategic partner for Supermicro, Dell, HPE, Hitachi, and Lenovo across North America, building deep and trusted relationships across sales, technical, product, and executive teams at each organization.
• Develop joint go-to-market strategies: Create and execute tailored alliance plans for each partner that align with their business priorities, sales motions, and customer segments - driving joint pipeline, co-selling, and revenue growth for WEKA across the region.
• Build executive alignment: Secure executive-level sponsorship and buy-in across all partner organizations, fostering the kind of strategic alignment that drives sustained, long-term growth.
• Enable and empower: Design and deliver comprehensive enablement programs that equip sales and pre-sales teams across all six partners with the knowledge, tools, and confidence to position and sell WEKA effectively.
• Generate and accelerate pipeline: Work closely with WEKA's North America sales team to identify, develop, and close joint opportunities sourced through or influenced by OEM partnerships.
• Represent WEKA in the ecosystem: Serve as a visible and credible ambassador for WEKA at partner events, industry conferences, and executive briefings across North America.

Requirements

• Deep industry expertise: At least 10 years of experience in technology vendor sales or alliance management, with a proven track record managing multiple OEM or strategic partnerships simultaneously. Prior experience in AI infrastructure, storage, or HPC is a significant advantage.
• Multi-OEM fluency: Demonstrated experience working across two or more of WEKA's key partners - Supermicro, Dell, HPE, Hitachi, and Lenovo - with a solid understanding of each organization's partner programs, sales culture, and go-to-market motion.
• Supermicro and Dell familiarity: Hands-on experience navigating Supermicro's fast-moving, engineering-led organization and/or Dell's large-scale enterprise sales and partner ecosystem, with the ability to build effective alliance motions within both.
• HPE, Hitachi, and Lenovo awareness: Working knowledge of HPE's GreenLake and partner programs, Hitachi's enterprise infrastructure business

Additional Information

WEKA is architecting a new approach to the enterprise data stack built for the AI era. The WEKA® Data Platform sets the standard for AI infrastructure with a cloud and AI-native software solution that can be deployed anywhere. It transforms legacy data silos into data pipelines that make GPUs, AI, and other performance-intensive workloads run faster, work more efficiently, and consume less energy. WEKA is a pre-IPO, growth-stage company on a hyper-growth trajectory. We've raised $375M in capital with dozens of world-class venture capital and strategic investors. We help the world's most innovative enterprises and research organizations, including 12 of the Fortune 50, reach discoveries, insights, and outcomes faster and more sustainably. We're passionate about helping our customers overcome complex data challenges to accelerate their innovation and help grow their businesses. If you share our passion, we invite you to join us on this exciting journey. What's Cool About This Job If you are a seasoned alliance professional eager to own some of the most consequential OEM partnerships in the AI infrastructure industry, WEKA invites you to join our team in the San Francisco Bay Area - at the heart of the world's most dynamic technology ecosystem and within reach of the headquarters of some of our most strategic partners. Bring Your Expertise - and Your Passion WEKA seeks a dynamic and experienced OEM Alliance Manager to own and accelerate our strategic partner relationships across North America. This role spans WEKA's full OEM portfolio - Supermicro, Dell, HPE, Hitachi, and Lenovo - and is designed for a broad-based alliance leader who thrives on managing multiple high-stakes relationships simultaneously, finding the connective tissue between partners, and translating those relationships into measurable business outcomes. Based in the Bay Area, you will be ideally positioned to engage key partner stakeholders across the region, build executive relationships, and serve as the face of WEKA across the North American OEM ecosystem.

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