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OEM Alliance Manager, EMEA
Focus: NVIDIA | Dell | Supermicro | Hitachi | HPE | Lenovo
WEKA is architecting a new approach to the enterprise data stack built for the AI era. The WEKA® Data Platform sets the standard for AI infrastructure with a cloud and AI-native software solution that can be deployed anywhere. It transforms legacy data silos into data pipelines that make GPUs, AI, and other performance-intensive workloads run faster, work more efficiently, and consume less energy.
WEKA is a pre-IPO, growth-stage company on a hyper-growth trajectory. We've raised $375M in capital with dozens of world-class venture capital and strategic investors. We help the world's most innovative enterprises and research organizations, including 12 of the Fortune 50, reach discoveries, insights, and outcomes faster and more sustainably.
We're passionate about helping our customers overcome complex data challenges to accelerate their innovation and help grow their businesses. If you share our passion, we invite you to join us on this exciting journey.
What's Cool About This Job
If you are a seasoned alliance professional eager to make a lasting impact across the world's leading OEM and technology partners, WEKA invites you to join our team and shape the future of AI infrastructure in EMEA.
Bring Your Expertise – and Your Passion
WEKA seeks a dynamic and experienced OEM Alliance Manager to spearhead our growth across key hardware and technology partnerships in the EMEA region. This pivotal role spans our most strategic OEM relationships — NVIDIA, Dell, Supermicro, Hitachi, HPE, and Lenovo — and calls for a strategic thinker, a relationship builder, and a passionate advocate for innovative AI infrastructure solutions.
As the primary owner of these alliances in EMEA, you will align WEKA's platform with the go-to-market motions of the world's leading compute, storage, and AI hardware vendors, driving joint pipeline, enablement, and revenue growth across the region.
Responsibilities
- Forge strategic alliances: Cultivate deep partnerships with sales, technical, and alliance teams across NVIDIA, Dell, Supermicro, Hitachi, HPE, and Lenovo — empowering them with the tools and knowledge to drive customer success with WEKA.
- Lead with: Develop focused go-to-market strategies that position WEKA as the data platform of choice within NVIDIA's AI ecosystem and the OEM’s product portfolios, leveraging the breadth and reach of both organizations across EMEA.
- Elevate AI workloads: Build out a dedicated alliance motion to capitalize on surging demand for GPU-optimized AI servers, positioning WEKA as the premier data platform across AI infrastructure deployments.
- Drive business growth: Develop and execute a multi-partner channel development plan that aligns with each OEM's regional growth objectives and joint business priorities.
- Build bridges: Secure executive-level buy-in and foster collaboration across diverse OEM teams to create compelling joint value propositions tailored to each partner's customer base and market motion.
- Enable and empower: Organize comprehensive training programs to equip OEM sales and pre-sales teams across all partner organizations with the skills and insights they need to excel in positioning WEKA.
- Nurture relationships: Build trust and rapport with partner sales teams across all six OEMs, positioning yourself as a go-to resource, trusted advisor, and champion of joint opportunities.
- Coordinate across partners: Identify and develop cross-OEM opportunities — particularly where NVIDIA accelerated compute, Dell or Supermicro infrastructure, and Hitachi, HPE, or Lenovo platforms intersect — to create differentiated, integrated solutions for customers.
Desired Qualifications
- Deep industry expertise: At least 10 years of experience in technology vendor sales, with a proven track record in channel and OEM business development. Prior experience in storage, AI infrastructure, or HPC is a significant advantage.
- NVIDIA and Dell acumen: Hands-on experience working with NVIDIA's partner ecosystem — including DGX, HGX, or AI Enterprise programs — and Dell's enterprise sales and alliance ecosystem. A strong understanding of how these two partners intersect in AI infrastructure deployments is highly desirable.
- Supermicro proficiency: Familiarity with Supermicro's GPU server and AI infrastructure portfolio and an ability to build and scale an alliance motion with a fast-moving, engineering-led OEM.
- Broader OEM fluency: Familiarity with HPE's partner and alliance programs, Hitachi's enterprise solutions business, and Lenovo's Infrastructure Solutions Group (ISG) channel motion in EMEA.
- Relationship-building prowess: A knack for forging strong connections and building consensus among diverse stakeholders across multiple organizations simultaneously.
- Strategic thinking: A keen eye for identifying opportunities across a complex, multi-partner landscape and developing effective plans to capitalize on them.
- Excellent communication skills: The ability to articulate complex ideas clearly and persuasively, both verbally and in writing, across cultures and organizational levels.
Concerned you don't meet every qualification? Don't let it stop you from applying! WEKA is committed to building a diverse, inclusive, and authentic workplace. If you are excited about this position but don't meet every qualification in the job description, we encourage you to apply anyway – you may just be the right candidate for this or other positions at WEKA.
WEKA is an equal-opportunity employer that prohibits discrimination and harassment of any kind. We provide equal opportunities to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.