Key Account Director, OEM

Open source is our beating heart and it’s something that fuels our work and our culture. It’s where we began. It’s where we’ll always be. Our vision is to become the trusted open source data platform for everyone. We are a Cast of over 400 individuals (‘Crabs’) located across the globe. Why Crabs? Because we believe in thinking sideways. And right now, we’re looking for a sideways-thinking Key Account Director, OEM.

Our Sales team plays a crucial role in our growth and profitability. We want to be the trusted data source data platform for everyone – which, let’s face it, is an ambitious target. But thanks to our dedicated commercial team we are growing fast. 

Our sales team works directly with customers as well as with channel partners. We look for courageous people ready to revolutionize the way businesses operate and are not afraid to challenge our customers' current ways of working. Showcasing the transformative power of Aiven's open-source managed data services is essential.  

To join our Cast, you will need to be goal-oriented, with excellent negotiation skills and broader communication abilities. Plus you will need to be adept (like a true Crab) at venturing into all the hidden crevices and corners that could lead to more sales.

Who we are

So, how do we become the trusted open source data platform for everyone? By listening closely to our customers and taking action to ensure they achieve their business goals. You see, the software we create is merely a means of delivering value. Our thinking is customer-first. That’s why our customers are at the front and center of all we do. And in the spirit of sideways thinking, we’re by their side as well. Actively helping them solve their challenges. Collaborating. Sharing. And innovating. In other words, it really isn’t just about who we are. It’s about who our customers are – and where they want to be. 

Our values 

We want individuals who can embody our values of ownership, courage, and openness. 

What does that mean in practice?

We take ownership of the problems we solve. What we do is about improving life for our customers, enabling them to meet their goals. So we own our decisions and mistakes. Sometimes that takes courage. But we don’t falter – we take on challenges with confidence. And right at our heart is openness. We’re always open to new ideas – from wherever and whoever they come.

The Role

Our Key Account Directors for OEM are responsible for working with existing and new OEM partners to deliver DBaaS to their customers. This includes negotiating the contracts with the partners, growing the offering, contributing to partners’ GTM to better position DBaaS, thus enabling the partners to be successful in this offering.

This role will be responsible for challenging partners’/customers’ current way of working, demonstrating how Aiven’s open-source managed data services effectively and efficiently allow software development teams to drastically improve time to market, while keeping costs in line with budget expectations.

Successful candidates must develop a sound understanding of the Aiven solution, market and political landscape, as well as the partner ecosystem in their region.

What You'll Do:

• Ensure adoption and sales growth with existing OEM partners, including the expansion of their offerings with new Aiven services, and/or expanded marketing investments and routes to market.

• Identify and qualify prospective OEM partners that fit target profiles.

• Use outstanding presentation, proposal and negotiation skills to develop new OEM partner opportunities.

• Forecast new OEM partner business.

• Work with Solution Architects to align the roadmaps and expand partners’ offerings to their customers

• Review and renegotiate partnership commercial terms

• Commit negotiation and renewal

• Enablement

• GTM design, review, activities

• Co-marketing

• Portfolio alignment

• Support the set-up, alignment and implementation

• Work with relevant internal stakeholders to ensure OEMs are supported

What We're Looking For:

• 7+ years of enterprise-class software sales experience; selling complex solutions to the top 15% of revenue-contributing customers

• Previous management of large partners; managing OEMs is a plus!

• Consistent track record of overachievement against revenue targets

• Successful in a team setting

• Experience with Cloud, SaaS, data infrastructure, and/or DevOps

Don’t worry if your experience doesn’t line up perfectly – we still encourage everyone to apply! We believe in investing in our crabs’ professional growth.

Our Offer

If you ask us what’s the best thing about working for Aiven, many will probably say it’s the high concentration of talent from around the world that we have here. Enjoy the agile environment of a hyperscale scale-up where you can truly make an impact and have fun while at it.

We invest in you

• Participate in Aiven’s equity plan.

• Dreaming of flexible work arrangements? Look no further. Work in one of our hubs, fully remote, or anything in between.

• Get the equipment you need to set yourself up for success.

• Step up your career game with real employer support (use one of our learning platforms, annual learning budget, and more).

• Get holistic wellbeing support through our global Employee Assistance Program.

Make a difference at Aiven

• Contribute to open source projects that you find meaningful outside of work - and get paid for it. Our Plankton program recognizes extra work to the open source ecosystem for developers and non-developers alike.

• Use up to 5 days per year to volunteer for a good cause of your choice.

• Join one of our team member resource groups - empower yourself and others in missions that resonate with you.

What else

As well as the above Global Benefits, we have regional benefits specific to your country of residence. We would be happy to discuss these further with you during the interview process

Amazing, What’s next

If you think Aiven is the place for you, send us your CV, and we’ll get in touch.

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Here at Aiven, all of our emails relating to recruitment come from an @aiven.io, @greenhouse.io or @eu.greenhouse.io domain and all of our interviews are conducted over video call or in person, our interviews will never occur over text or chat. If you’re unsure of the legitimacy of a job opportunity/offer pertaining to Aiven, please don’t hesitate to reach out to us at recruitment@aiven.io.

Equal Opportunities

Aiven provides equal employment opportunities to all qualified employees and applicants for employment without regard to age, gender identity, national or ethnic origin, religion, sexual orientation, physical and mental ability, marital and family status or without regard to any other similar personal attributes. Aiven complies with applicable local laws governing inclusivity in employment in every location in which the company operates. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, transfer, leaves of absence, compensation, training and any other terms and conditions related to employment.

At Aiven, we are committed to providing reasonable accommodations for qualified individuals with disabilities or special needs in our working environment and job application procedures. We make all reasonable accommodations for persons with disabilities or who otherwise need support to thrive in the workplace. We are committed to continuously improving workplace accessibility. There is an option to request a discussion in the application process but if you have any questions before applying please write to us at recruitment@aiven.io.