OEM Partnerships Manager

Job description

**OEM & xPU Partnerships Lead** *Remote - US* Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we're helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands. Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud — managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals. But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking an: OEM & xPU Partnerships Lead! # About the Role Backblaze recently closed a landmark, $300M+ TCV NeoCloud win — proof that the flywheel works. But it stalls without validated reference architectures embedded at the silicon and systems layer. This role owns getting B2 designed-in at leading GPU/xPU silicon providers and the OEM/ODM hardware tier, so that every GPU cluster configured for AI inference or training has B2 as the default object storage layer. At the same time, you'll build out the storage tiering motion from flash-tier storage platforms to object storage on HDD with Backblaze. You are the person who makes Backblaze the storage answer before a customer ever talks to a sales rep. This is a build role: some relationships and reference architectures already exist, and a meaningful part of the program is still being created as you run it. You'll need to be technically credible enough to lead a silicon-level architecture conversation, and commercially sharp enough to run the sales and strategic relationship side of the partnership. # What You'll Own **Designed-In at the Silicon Layer** - Establish and advance Backblaze B2 as a validated storage tier within leading GPU and AI data platform ecosystems — integrated, reference-architecture-certified. - Drive "design-in" motions with major xPU and accelerator vendors to close competitive gaps in reference architecture positioning. - Build relationships with emerging xPU vendors early enough to be designed into their validated stacks before competitive displacement occurs. **OEM & ODM Tier** - Own the joint go-to-market with leading OEM/ODM hardware manufacturers — turning their hardware deployments into B2-integrated solutions sold as complete infrastructure. - Extend these relationships into the flash-tier storage space, building a clear tiering narrative from flash-tier storage platforms to object storage on HDD. - 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. **Turnkey Reference Architectures** - 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 and Developer Relations (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. **Channel Sales & Commercial Execution** - Negotiate and structure commercial OEM terms — referral, resell, or embedded models — that convert designed-in positions into sourced, quota-bearing pipeline. - Carry and deliver against an OEM-sourced pipeline and bookings target, running this program with the discipline of a channel sales motion, not just technical alliance management. - Partner with Account Executives to convert OEM-designed ("powered by") positions into sourced pipeline and closed revenue. **Cross-Functional** - Feed product roadmap gaps — cold storage tier, archive — to Product & Engineering. - Coordinate with Solutions Engineering so every OEM co-development produces a publishable, reusable reference asset. # Goal Accountability - Contribute to the OEM-influenced bookings goal through designed-in positions and OEM-sourced pipeline. - Deliver two flagship reference architectures — one with a leading silicon/GPU platform, one with a leading OEM/ODM hardware partner — as co-marketed technical validation. - Convert designed-in positions at top target accounts into closed, OEM-sourced revenue. # The Right Fit **Required** - 10+ years in technology partnerships, alliances, or OEM/ODM business development — preferably in cloud infrastructure, storage, or AI systems. - Existing relationships at major GPU/xPU silicon providers or leading server/storage OEMs — you know who owns the ecosystem programs and you can get a meeting. - Track record of quota-carrying sales or channel sales performance, with experience negotiating commercial OEM terms such as referral, resell, or embedded agreements. - 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, accelerator 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. **Strongly Preferred** - Experience working inside or alongside a major GPU/xPU vendor's partner ecosystem program. - 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 a hyperscaler; we are explicitly the non-hyperscaler option. - Existing relationships at emerging xPU vendors is a significant differentiator. # This Role Is Not For You If - You need a mature partner program handed to you — this is a build role. The reference architecture playbook exists for one flagship deal; you are extending it across the OEM tier. - You lead with slide decks instead of relationships — the first 90 days are relationship mapping and meeting cadences, not program documentation. - You are not comfortable with technical conversations at the SE/architect level — OEM partners will disqualify you fast if you cannot hold the storage-in-AI-systems discussion. # Logistics - Remote US. - 30–50% travel. - Reports to: Head of Channel & Partnerships. # Backblaze Perks - 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 To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below. **The base pay range for this position is $134,400 - $164,500, plus variable.** At Backblaze, we value being fair and good to our customers, partners, and employees. That's why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries, but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.