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Enterprise Software, Cloud Computing, Storage, Artificial Intelligence, Data Management.

Channel Sales Manager OEM

RemoteRemoteFull TimeManager / HeadPosted 1 month agoVisa sponsorship available

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Required skills

  • OEM
  • Channel Sales
  • Alliance Management
  • Go-to-Market Strategy
  • AI Infrastructure
  • Storage
  • HPC
  • Dell
  • AMD
  • HPE

Nice to have

  • NeuralMesh
  • PowerEdge
  • ProLiant
  • Cray
  • ThinkSystem
  • ISG

Role summary

WEKA is seeking a Channel Sales Manager for OEM alliances to manage strategic partnerships with server and compute vendors like Dell, AMD, HPE, Cisco, Hitachi, and Lenovo across North America. The role involves developing joint go-to-market strategies, driving pipeline and revenue growth, and positioning WEKA's AI infrastructure solutions. Key responsibilities include building executive alignment, enabling partner sales teams, and identifying cross-partner opportunities. The ideal candidate has 10+ years of experience in technology vendor sales or alliance management, with a strong background in AI infrastructure, storage, or HPC, and proven experience with multiple OEM partners.

WEKA is transforming how organizations build, run, and scale AI and accelerated compute workflows with NeuralMesh™, our intelligent, adaptive mesh storage system. Unlike traditional data infrastructures, which become more fragile as compute environments grow and performance demands increase, NeuralMesh becomes faster, stronger, and more efficient as it scales, providing a flexible, adaptable foundation for enterprise and agentic AI innovation that maximizes GPU utilization, accelerates time to first token, and lowers the cost of innovation.

WEKA is a growth-stage company backed by world-class venture capital investors and AI infrastructure industry leaders. Our technology, purpose-built for AI, has garnered over 140 patents and is trusted by more than 30% of Fortune 50 enterprises, as well as the world’s leading hyperscalers, neoclouds, and AI innovators. Our team is customer-obsessed and works accountably, boldly, and collaboratively to ensure their success. If we sound like your kind of people, join us!

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.

    • Desired Qualifications

  • 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.

    • Concerned you don't meet every qualification? Don't let it stop you from applying! WEKA is committed to building a diverse, inclusive, and authentic workplace. If you are excited about this position but don't meet every qualification in the job description, we encourage you to apply anyway – you may just be the right candidate for this or other positions at WEKA.

    WEKA is an equal-opportunity employer that prohibits discrimination and harassment of any kind. We provide equal opportunities to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

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