OEM Partnerships Manager - Backblaze

About Backblaze

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.

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 Backblaze 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 Backblaze 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.

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. Drive design-in motions with major xPU and accelerator vendors.
• OEM & ODM Tier: Own joint go-to-market with leading OEM/ODM hardware manufacturers, turning hardware deployments into B2-integrated solutions. Structure OEM agreements and co-sell motions that create pull-through ARR.
• Turnkey Reference Architectures: Deliver co-branded reference architectures pairing GPU compute configurations with B2 as the validated storage layer.
• Channel Sales & Commercial Execution: Negotiate and structure commercial OEM terms (referral, resell, or embedded models) and carry an OEM-sourced pipeline and bookings target.
• Cross-Functional Collaboration: Feed product roadmap gaps to Product & Engineering and coordinate with Solutions Engineering for publishable reference assets.

The Right Fit

Required

• 10+ years in technology partnerships, alliances, or OEM/ODM business development in cloud infrastructure, storage, or AI systems.
• Existing relationships at major GPU/xPU silicon providers or leading server/storage OEMs.
• Track record of quota-carrying sales or channel sales performance, with experience negotiating commercial OEM terms.
• Technical fluency in AI/ML infrastructure (GPU cluster architecture, storage tiering, accelerator software stacks).
• Demonstrated ability to drive reference architecture co-development.
• 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.
• Background at a cloud storage, IaaS, or AI infrastructure vendor.

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 and ESPP program
• Flexible vacation policy and parental leave
• MacBook Pro plus generous workstation stipend
• Childcare bonus and fertility treatment support
• Learning & development program and commuter benefits