Channel Sales Manager OEM

WEKA

2h

About The Position

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!

Requirements

• 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.
• 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.
• 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.
• 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.
• An established network of relationships within the Bay Area technology community, particularly within the AI infrastructure, cloud, and semiconductor ecosystems.
• A natural ability to forge strong connections, build trust quickly, and create consensus among diverse stakeholders across multiple complex organizations at the same time.
• 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.
• The ability to articulate complex ideas clearly and persuasively — from engineering deep-dives to C-suite presentations — both verbally and in writing.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed