Note: The job is a remote job and is open to candidates in USA. WEKA develops AI-focused data infrastructure through its NeuralMesh intelligent, adaptive mesh storage system. The Channel Sales Manager OEM will own strategic OEM alliances across North America, develop joint go-to-market strategies, generate pipeline, enable partner teams, and drive revenue through integrated AI infrastructure opportunities.
Responsibilities
- Own the OEM alliance portfolio: Serve as WEKA's primary point of contact and strategic partner for a set of server and compute partners such as Dell, AMD, HPE, Cisco, 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
- Lead with AI infrastructure: Position WEKA as the data platform of choice across the AI infrastructure portfolios of each partner — from Dell's PowerEdge AI-optimized platforms, to HPE's ProLiant and Cray portfolios, Hitachi's infrastructure solutions, and Lenovo's ThinkSystem and ISG offerings
- Create cross-partner opportunities: Identify and develop joint opportunities where multiple OEM relationships intersect — particularly where server platforms from Supermicro, Dell, or Lenovo and storage and infrastructure solutions from HPE or Hitachi converge — to deliver integrated, differentiated solutions for customers
- 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 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
Skills
- * 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, and Lenovo's ISG channel and alliance motion in North America
- * Bay Area network: An established network of relationships within the Bay Area technology community, particularly within the AI infrastructure, cloud, and semiconductor ecosystems
- * Relationship-building prowess: A natural ability to forge strong connections, build trust quickly, and create consensus among diverse stakeholders across multiple complex organizations at the same time
- * Strategic thinking: The ability to manage a broad alliance portfolio without losing sight of priorities — identifying the highest-leverage opportunities across partners and developing focused plans to capture them
- * Excellent communication skills: The ability to articulate complex ideas clearly and persuasively — from engineering deep-dives to C-suite presentations — both verbally and in writing
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