Reports to: Joe Arena, Chief Commercial Officer

Compensation: $130,000 – $165,000 base salary, commensurate with experience; eligible for quarterly sales and company performance bonuses.

FLSA Status: Exempt-Full Time

About Us

At Parameter, we’re on a mission to redefine how the world monitors and protects mission-critical operations. By uniting RLE’s deep expertise in facility monitoring and leak detection with NDSL’s industry-leading battery monitoring technology, we deliver powerful, real-time intelligence where it matters most.

Our advanced solutions continuously detect and analyze liquids, gases, energy, and materials- turning complex data into clear, actionable insights. The result? Smarter decisions, stronger reliability, and peak operational performance for our customers.

With a global footprint and clients around the world, Parameter proudly serves industries operating at the forefront of technology. We are deeply embedded in one of the fastest-growing and most valuable sectors today: data centers- the backbone of the digital economy.

General Purpose

The OEM Sales Development Manager is responsible for growing Parameter Technologies' revenue through OEM partnerships with leading power and cooling infrastructure providers serving the data center, co-location, and utility markets. This role owns the full OEM sales cycle, from identifying and qualifying OEM targets, through supplier approval and commercial agreement, to driving ongoing purchase activity and revenue growth across the RLE leak detection & environmental product lines. Critically, this is not a purely strategic or relationship-focused role: the OEM Sales Development Manager is expected to be operationally hands-on, managing the day-to-day commercial activity of OEM accounts including quoting, order management, forecasting, and coordination with operations and customer service to ensure a high level of execution and partner satisfaction. A critical secondary function is engaging with hyperscale operators, co-location providers, and enterprise data center end users to drive product specifications that create pull-through demand for RLE solutions through OEM and channel partners. The ideal candidate combines strategic OEM sales instincts with the discipline and attention to detail required to keep complex accounts running smoothly at the operational level.

Key Responsibilities

OEM Sales & Revenue Development

• Own the OEM revenue target for Parameter Technologies, building and managing a pipeline of OEM partnerships with power and cooling infrastructure providers serving data center, co-location, and utility markets — including established suppliers of UPS systems, power distribution, and thermal management solutions.
• Drive the full OEM sales cycle: target identification, relationship development, supplier qualification, commercial negotiation, agreement execution, and ongoing revenue management.
• Secure approved vendor list (AVL) and preferred supplier status with target OEM partners across the RLE product lines — environmental monitoring and leak detection.
• Develop and execute account plans for each OEM partner, including revenue targets, qualification milestones, and engagement strategies across engineering, procurement, and product management stakeholders.
• Expand existing OEM relationships by identifying cross-sell opportunities across both RLE environmental monitoring and leak detection product lines.

OEM Supplier Qualification

• Lead the end-to-end supplier qualification process with target OEM partners, coordinating across Parameter engineering, product management, and operations to meet OEM technical, quality, and compliance requirements.
• Track OEM product roadmaps and platform development cycles to position Parameter solutions for integration into next-generation OEM offerings.
• Negotiate supply agreements, pricing frameworks, and co-development arrangements that support long-term OEM partnership objectives and Parameter's commercial interests.
• Monitor OEM qualification requirements, relevant certifications, and industry standards (UL, IEEE, IEC, Uptime Institute, TIA-942) to ensure Parameter maintains a competitive compliance posture.

End User Specification & Pull-Through

• Engage with hyperscale operators, co-location providers, and enterprise data center end users to drive Parameter product specifications into facility standards, reference designs, and procurement requirements — creating pull-through demand that benefits both OEM and channel partners.
• Build relationships with data center design engineers, facility consultants, and infrastructure architects to embed Parameter solutions in new construction and retrofit project specifications.
• Coordinate specification wins with regional sales managers and channel partners to ensure efficient conversion to revenue; this role influences and enables end user demand but does not own end user accounts.
• Maintain a specification pipeline to track activity from initial engagement through to purchase conversion.

Account Operations & Day-to-Day Execution

• Serve as the primary commercial point of contact for OEM partners on all day-to-day account activity — this role is expected to be hands-on and responsive, not solely strategic.
• Own the quoting process for OEM accounts: prepare, review, and deliver accurate, timely quotes in coordination with inside sales and operations; ensure pricing is consistent with approved OEM commercial frameworks.
• Manage OEM order activity in NetSuite, including order entry coordination, delivery confirmation, and proactive communication to OEM partners on order status and lead time changes.
• Act as the internal advocate for OEM accounts on order management issues — working directly with customer service and operations to resolve escalations, expedite critical shipments, and prevent recurring fulfillment problems.
• Maintain accurate and current OEM forecasts, updating pipeline and order projections in NetSuite on a regular cadence to support operations planning and executive reporting.
• Coordinate responses to OEM RFQs, RFPs, and supplier questionnaires, pulling in the appropriate internal resources from engineering, quality, and operations as required.
• Track and manage OEM-specific pricing agreements, contract terms, and renewal schedules to ensure commercial arrangements remain current and properly executed.

Commercial & Cross-Functional Collaboration

• Work closely with regional sales managers and channel partners to ensure OEM approvals and specification activity convert to closed business.
• Partner with product management to surface OEM and end user technical requirements that inform the RLE environmental monitoring and leak detection product roadmap.
• Coordinate with marketing to develop OEM-specific collateral, co-marketing materials, and technical content supporting qualification and specification activity.
• Provide regular reporting to the CCO on OEM pipeline, revenue performance, qualification progress, specification wins, and competitive dynamics.
• Represent Parameter at relevant industry events, trade associations, and standards bodies (e.g., 7x24 Exchange, DatacenterDynamics, IEEE PES, EFC).

Qualifications

Education

• Bachelor's degree in Electrical Engineering, Mechanical Engineering, Business, or a related technical or commercial discipline required.
• Advanced degree or MBA a plus.

Experience

• Minimum 7 years of OEM sales, strategic account management, or business development experience in data center infrastructure, critical power, thermal management, or related markets.
• Demonstrated track record of securing OEM supplier qualification and growing revenue through OEM partnerships with major power and cooling infrastructure providers.
• Experience managing complex, multi-stakeholder OEM sales cycles involving engineering, procurement, supply chain, and executive audiences.
• Hands-on experience with day-to-day account operations including quoting, order management, forecasting, and cross-functional coordination with operations and customer service, comfort operating at both the strategic and tactical level is essential.
• Prior experience with environmental monitoring, leak detection, DCIM, or critical facility infrastructure solutions preferred.
• Familiarity with hyperscale and co-location operator procurement processes and data center facility standards a strong plus.

Technical Knowledge

• Working knowledge of data center electrical and mechanical infrastructure including UPS and battery systems, PDUs, thermal management, cooling distribution, and RLE environmental and leak detection systems.
• Sufficient technical depth to engage credibly with OEM design engineers and to present Parameter solutions in the context of OEM system architecture and performance requirements.
• Ability to read and interpret technical specifications, single-line diagrams, and facility design documents.

Sales & Commercial Skills

• Proven ability to build and execute OEM account plans that convert supplier relationships into growing, sustained revenue.
• Skilled in commercial negotiation, including supply agreements, pricing frameworks, and preferred supplier arrangements with large OEM procurement organizations.
• Strong pipeline management discipline; experience working in CRM/ERP environments required, NetSuite experience a plus.
• Demonstrated ability to drive end user specifications that create measurable pull-through demand through OEM and channel partners.

Interpersonal & Communication

• Exceptional relationship builder across technical, commercial, and executive levels within large OEM organizations.
• Clear and persuasive communicator, written, verbal, and in formal executive presentations.
• Self-directed and effective operating in a growing, PE-backed company environment where structure and resources continue to evolve.
• Willingness to travel up to 40% in support of OEM partner engagement, end user specification activity, and industry representation.

What We Offer

At Parameter, we invest in our people just as intentionally as we invest in our technology. Our benefits are designed to support your well-being, growth, and long-term success:

• 120 hours of Paid Time Off, frontloaded from 1/1 and increasing with tenure
• Up to 48 hours of separate paid sick leave each year
• Comprehensive benefits packages with generous employer contributions
• Medical
• Dental, Vision, and Ancillary
• 401K
• HSA/FSA/HRA
• Quarterly company-wide EBITDA bonus program, so everyone shares in our success

We are passionate about continuous learning and career development, offering employees meaningful opportunities to grow, learn new skills, and advance within the organization.

Parameter is an Equal Opportunity Employer. We are committed to creating an inclusive environment and providing equal employment opportunities regardless of age, color, disability, gender, gender expression, gender identity, genetic information, national origin, race, religion, sex (including pregnancy and pregnancy-related conditions), sexual orientation, or military status.

Pay: $130,000.00 - $165,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Health insurance
• Paid time off

Work Location: Hybrid remote in Fort Collins, CO 80524