- Base
- $110K–$130K
- OTE
- $120K–$140K
- Quota attainment
- Not disclosed
- Posted
- Yesterday
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 3h agoon OnLogic's careers page
The job
- What you'd do
- Build partnerships with key technology companies and sell OnLogic's computers alongside them to very big companies around the world. You'll need to work on-site in South Burlington, VT or Cary, NC.
- What you'd sell
Tough computers that keep factory machines running in harsh places
When a factory or outdoor site needs a computer to run machines and cameras on the spot, it has to survive heat, dust, and constant shaking. The problem is, a normal office computer can't take that abuse, so it fails and the line or the job stops. OnLogic designs and builds tough computers, including AI servers, that are made to work where others fail, so the equipment keeps running instead of waiting on a repair.
In plain English, from their own job posts. Something wrong? Tell me · More Hardware & IoT companies →
- Who you'd sell to
- Technology partner executives and alliance teams at big companiesIn their words: “Securing C-level alignment with partner executives, leading Quarterly Business Reviews, and driving joint technical and sales enablement initiatives.”
- Where deals come from
- Not stated in the posting.
The Braun Read
Ask hard questionsToo much is left unsaid. Make them answer before you invest.
- Pay
- Base and OTE both listed. Roughly a 92/8 base-to-variable split.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
- Time on market
- Brand new.
- Company hiring
- Ramping up: posted 5 sales roles in the last 30 days.
Red lights
None spotted.
Green lights
- Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What's the annual quota, and how was it set?
Before You Apply
Find out where you fit, and where you don't, before you hit submit.
Why I built it this way ↓
Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.
Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.
It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.
Josh
More on this1 Is the job worth it?
Ask hard questions. Too much is left unsaid. Make them answer before you invest.
No red lights. 2 things the posting doesn't say, worth asking on the first call.
See the full Braun Read2 Where you fit
Upload once, see where you fit on any job.
Sign in and add your résumé. I'll show you where you line up, ask before I assume, and never add anything you didn't do.
Sign in →What people say about working at OnLogic ↓
Got an offer from OnLogic? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Rather talk it through? Call or text me: 954-695-0844 (text)
Full posting
We are seeking an impact-driven, senior-level Technology Partner Manager to join the Sales and Marketing team at OnLogic. In this expanding role, you will build strategic partnerships with key technology companies to drive revenue growth. By integrating partner capabilities within our solution blueprints, you will help expand our market reach and enable customers to make the impossible possible. Working closely with our sales, marketing, and engineering teams, you will lead joint sales efforts, manage partner funding, launch collaborative campaigns, and help shape our future products.
We believe in the power of in-person collaboration and the benefits of a strong workplace community. Therefore, this role requires an on-site presence at either our South Burlington, VT or Cary, NC office. We encourage candidates who are able to relocate or comfortably commute to apply.
In this role, you’ll be responsible for:
- Expanding global partner-influenced revenue by running structured account mapping, co-selling on enterprise opportunities, and managing CRM deal attribution.
- Partnering with Engineering to develop validated reference architectures that combine partner software with OnLogic hardware, while overseeing proof-of-concept builds.
- Translating ecosystem roadmaps and macro trends, such as Edge AI and IoT, into actionable future hardware requirements as the voice of the partner ecosystem.
- Collaborating with Marketing to deliver co-branded Go-To-Market campaigns, optimizing Market Development Funds, and securing top-tier status across alliance programs.
- Securing C-level alignment with partner executives, leading Quarterly Business Reviews, and driving joint technical and sales enablement initiatives.
- Serving as the lead alliance representative at global tradeshows and summits to drive executive meetings, joint panels, and strategic growth initiatives.
The team you will be joining:
Our Sales & Marketing team is a collaborative crew of digital marketers, creative storytellers, revenue drivers, and account strategists dedicated to positioning OnLogic as the first choice in edge computing and helping customers make the impossible possible. Together, they build demand, fuel growth, and champion the customer experience across every touchpoint. From creative campaign development and ecommerce management to strategic account growth, complex solution selling, and partner co-sell motions, this team bridges brand awareness with high-impact revenue generation and scalable sales operations.
Learn more about Life at OnLogic: www.onlogic.com/life-at-onlogic
Requirements
- 7+ years of experience in strategic partner alliances or enterprise business development within B2B tech, edge computing, or cloud/OS ecosystems, alongside a Bachelor's degree in a related field.
- Demonstrated history of exceeding co-selling revenue targets and managing complex, multi-region commercial operations, including MDF budgets and deal registration workflows.
- Deep working knowledge of key Silicon, Cloud Service Provider, Operating System Vendor, and Independent Software Vendor ecosystems.
- Proven track record of partnering cross-functionally with Marketing to drive demand campaigns and with Engineering to shape product roadmaps.
- Ability to work in the U.S. without visa sponsorship, now and in the future.
Who we're looking for:
- You are a highly strategic relationship builder who thrives at the intersection of technical hardware solutions and commercial sales growth.
- You possess strong executive presence and can seamlessly navigate complex, matrixed partner organizations to secure C-level alignment.
- You are a proactive problem solver capable of translating macroeconomic trends in Edge AI and IoT into actionable Go-To-Market strategies.
- You have a keen eye for operational excellence, ensuring that joint business plans, pipelines, and co-selling motions are meticulously managed.
- You are an exceptional cross-functional communicator who can effectively bridge the gap between engineering, marketing, and external alliance partners.
Who we are:
OnLogic employees have the opportunity to shape our future and drive impactful change. We design and manufacture specialized edge computing solutions for companies all over the world, helping them to make the seemingly impossible possible. Our computers are designed to work where others fail, and it's our vision to be the first choice in edge computing. To make that vision a reality, we've built a team of ambitious problem solvers, guided by the company's core values of Open, Fair, Innovative, and Independent. We have an open office, open salaries, and strive to be fair and transparent in our decision making. We encourage input and feedback from every member of our team and look to improve ourselves and our business every single day.
Diversity is an essential element of our core values. Not just respecting, but actively embracing a variety of backgrounds, life experiences, and opinions, helps us foster innovation, enhances our problem-solving capabilities, and promotes learning and engagement among the members of our team. We strongly encourage those with diverse backgrounds to apply.
We are committed to providing a safe, inclusive, and harassment-free workplace for all employees. We do not tolerate any form of harassment, discrimination, or bias based on race, ethnicity, gender, sexual orientation, religion, disability, age, or any other protected characteristic.
To learn more about our values, our mission and what it's like to work at OnLogic, visit www.onlogic.com/careers.
Benefits
The On-Target Earnings (OTE) range for this role is $120,000 to $140,000 ($110,000-$130,000 base salary). We determine final compensation based on discussions with applicants and their experience in similar roles.
- A Competitive Salary based upon your experience and the requirements of the role
- A Comprehensive Benefits package
- 401k Plan with 3% Employer Contribution
- An Annual Profit Share Bonus
- Paid Maternity & Paternity Leave, and Short & Long Term Disability
- A personal development plan created to help you (and us) grow