OEM Partnerships Manager
About The Position
Backblaze is seeking an OEM Partnerships Manager to drive the integration of Backblaze B2 object storage into the silicon and systems layer of AI infrastructure. This role is crucial for establishing B2 as the default object storage solution for GPU clusters used in AI inference and training, and for building storage tiers from flash to object storage on HDD with Backblaze. The goal is to make Backblaze the go-to storage solution before customers even engage with sales. The position involves establishing Backblaze B2 as a validated storage tier within key ecosystems like NVIDIA's AI Data Platform, driving design-in motions with AMD and Intel, and building relationships with emerging xPU vendors. It also includes owning joint go-to-market strategies with OEMs/ODMs such as Super Micro, WD, and Seagate, extending these to flash storage providers like VAST Data, WEKA, and DDN. The role requires structuring OEM agreements, developing commercial models, and identifying new partnerships that generate significant partner-influenced ARR. A key objective is to deliver published, co-branded reference architectures that pair GPU compute configurations with B2 as the validated storage layer, and to contribute to bookings and account close targets through OEM-influenced pipeline and introductions.
Requirements
- 10+ years in technology partnerships, alliances, or OEM/ODM business development — preferably in cloud infrastructure, storage, or AI systems.
- Existing relationships at NVIDIA, AMD, Intel, or a major GPU OEM (SMCI, WD, Seagate, Quanta, or equivalent). You know who owns the ecosystem programs and you can get a meeting.
- 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: you understand GPU cluster architecture, storage tiering, CUDA/software stacks, and how storage fits into 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.
Nice To Haves
- Experience working inside or alongside NVIDIA's AI Data Platform, AMD Instinct, or Intel Gaudi partner programs.
- Familiarity with S3-compatible object storage in AI data pipeline contexts (training data ingestion, checkpoint storage, inference output).
- Background at a cloud storage, IaaS, or AI infrastructure vendor (not hyperscaler — we are explicitly the non-AWS/GCP/Azure option).
- Existing relationships at Cerebras, SambaNova, or other emerging xPU vendors is a significant differentiator.
- Experience running an AI program across multiple functions simultaneously.
- Familiarity with AI governance in data-sensitive or PII-adjacent environments.
- Background in cloud infrastructure, storage, or technical B2B businesses.
- Exposure to org transitions - restructures, outsourcing programs, distributed team ramp-ups - and the workflow documentation challenges they create.
Responsibilities
- Establish and advance Backblaze B2 as a validated storage tier within NVIDIA's AI Data Platform ecosystem — CUDA-integrated, reference-architecture-certified.
- Drive "Design-In" motions with AMD (Instinct reference stack) and Intel (Gaudi/Xeon roadmap) to close the gap opened by VAST Data's current AMD Instinct reference architecture position.
- Build relationships with Cerebras, SambaNova, and emerging xPU vendors early enough to be designed into their validated stacks before competitive displacement occurs.
- Own the joint go-to-market with Super Micro (SMCI), WD, and Seagate — turning their hardware deployments into B2-integrated solutions sold as complete infrastructure.
- Extend these relationships to the Flash Tier - VAST, WEKA & DDN in particular.
- Structure OEM agreements and co-sell motions that create pull-through B2 ARR from hardware-first deals. Build the commercial model (referral, resell, or embedded) for each OEM tier.
- Identify and close 2–3 new OEM/ODM partnerships per year that generate $10M+ in partner-influenced ARR within the first 6 months.
- Deliver 5+ published, co-branded reference architectures by end of FY2026 — pairing GPU compute configurations with B2 as the validated storage layer.
- Work with the NeoCloud team (Field CTO & BD lead) and DevRel Lead on Flamethrower to produce technical validation content that serves both the partner and the end customer.
- Ensure reference architectures are submitted to and accepted by Tier-1 analyst firms (2 published analyst reports is a FY2026 OKR.
- Contribute to the $10M TCV OEM-ISV related bookings OKR through OEM-influenced pipeline.
- Deliver Reference #1 NVIDIA AI Data Platform & OEM (AMD/Intel) co-marketing as Reference #2.
- Support the 5-of-Top-25 OEM-ISV account close target through OEM-sourced intros and designed-in positions.
- Partner with AEs to convert OEM-designed (powered by) in positions into sourced pipeline.
- Feed product roadmap gaps (cold storage tier, archive, to Product & Engineering.
- Coordinate with SE (Reference Architectures) so every OEM co-development produces a publishable, reusable asset.
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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
