Partner Manager – OEMs

UptimeAI

3d•Remote

About The Position

UptimeAI provides AI reasoning agents that help industrial operations teams make goal-oriented, real-time decisions. Its agents analyze operational data, diagnose issues, and guide teams toward actions that support reliability, safety, and performance. UptimeAI works with large enterprises such as Tata Power and BPCL. The Partner Manager – OEMs will grow UptimeAI through industrial equipment makers and automation vendors. The role builds OEM partnerships that embed or bundle UptimeAI into partner products and service contracts, extending UptimeAI’s reach across partners’ worldwide installed bases. The position is part of the Sales, Partners & Channel department and is listed as US-Remote. The successful candidate will develop and close OEM relationships, structure commercial agreements, support partner sales and service teams, and coordinate joint selling, marketing, integrations, and delivery. They will own partner-sourced and partner-influenced pipeline targets and report on them in CRM. The role also includes growing existing relationships with ABB Motion and Mitsubishi. Success is measured by OEM agreements signed, OEM-sourced revenue, installed-base attach rate, OEM-enabled sellers, joint offerings launched, and partner revenue growth.

Requirements

8–13 years of experience in enterprise B2B software, including 4+ years in partner or alliance management.
Experience building and closing partnerships with industrial OEMs or automation vendors, including embedded, white-label, or resale agreements.
Experience owning partner-sourced or partner-influenced pipeline and revenue targets.
Proven experience co-selling with direct sales teams.
Strong executive communication and negotiation skills.

Nice To Haves

Started in quota-carrying enterprise sales and earned President's Club or equivalent recognition before moving into alliances.
Experience inside an industrial OEM's digital or service business.
Experience in rotating equipment, power, or automation markets.
Experience in industrial software, APM, IIoT, or manufacturing.
Experience at a Series A–C or high-growth company.

Responsibilities

Identify, negotiate, and close OEM partnerships with equipment makers and automation vendors.
Structure commercial models including embedded licensing, white-label arrangements, bundling, revenue share, and resale.
Grow existing relationships with ABB Motion and Mitsubishi.
Enable OEM sales and service teams to position and sell UptimeAI-powered offerings.
Set co-sell rules and conduct joint account planning with UptimeAI Account Executives.
Own partner-sourced and partner-influenced pipeline targets and report on them in CRM.
Work with Marketing, Product, and Delivery on co-marketing, integrations, and partner-led delivery.

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