Partner Sales Manager, Aiven
Plus equity plan
More information about location
Open source cloud data management platform
Be an early applicant
Open source cloud data management platform
501-1000 employees
Be an early applicant
Plus equity plan
More information about location
501-1000 employees
Company mission
Aiven aims to be the world’s leading cloud data platform – by making developer’s lives better.
Role
Who you are
- 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
- Don’t worry if your experience doesn’t line up perfectly – we still encourage you to apply! We believe in investing in our crabs’ professional growth
- 5+ years of experience in partner sales and territory management through partner led GTM
- Proven track record of success in channel sales, with experience managing hyperscalers, reseller, SI, MSP and PS partners
- Deep working experience within the Google Cloud ecosystem and demonstrated success managing relationships with Google Cloud GTM and channel teams
- Good knowledge of local partners in America, ideally having a personal network within partner landscape
- Experience in technology sales, ideally open source, databases, cloud solutions
- Understanding of the hyperscalers’ business and partnership model
- Bachelor's degree in Business Administration, Marketing, or a related field
- Strong understanding of sales methodologies, pipeline management, and forecasting
- Excellent communication, interpersonal, and presentation skills
- Ability to build and maintain strong relationships with hyperscalers, partners and internal stakeholders
- Data-driven and analytical, with experience using CRM and other sales tools
- Self-motivated and results-oriented, with a strong work ethic, ability to work independently with the support of global teams
What the job involves
- We’re a global team of over 400 people, working together to push the boundaries of open-source technology and multi-cloud solutions. Our vision is to become the trusted Data & AI Platform for everyone, leveraging the most popular open-source technologies like Apache Kafka®, Aiven for PostgreSQL®, Aiven for Clickhouse®, and Aiven for OpenSearch® to help companies accelerate time-to-market, drive efficiency, and build innovative solutions across any cloud
- Right now, we’re looking for a Partner Sales Manager to join our team who shares our passion for forward-thinking and innovative approaches
- Our Sales & Partnerships 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 GTM teams we are growing fast. Right now, we are looking for a Partner Sales Manager with specific experience of working in the Google Cloud ecosystem
- In America we work with hyperscalers and partners to grow our presence and support our customers
- 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
- Aiveners use the V2MOM framework to set and align on business goals. In order to achieve those business goals we live by our ‘Crabby Principles’ which unite us in our ways of working, globally
- These principles are embedded in our business processes and support us in collaborating and role modelling positive and productive behaviours in our daily work, something you will have the opportunity to demonstrate throughout your interview journey with us
- The Partner Sales Manager is responsible for achieving sales quota within a defined territory by working closely with hyperscalers, with a heavy focus on Google Cloud
- There will also be responsibility for recruiting, enabling, and managing a network of partners. This role requires a strong understanding of channel sales, excellent relationship-building skills, and a data-driven approach to partner management
- Work closely with Google Cloud to build Aiven’s profile, identify sales opportunities, run joint campaigns and provide enablement to GTM teams
- Partner Recruitment:
- Identify, qualify, recruit, onboard, and grow new partners within the assigned territory
- Negotiate partnership agreements and contracts
- Partner Enablement:
- Develop and deliver comprehensive training programs to equip partners with product knowledge, sales methodologies, and marketing resources
- Provide ongoing support and guidance to partners on sales strategies, technical questions, and customer engagement
- Partner Management:
- Build and maintain strong relationships with key stakeholders within partner organizations including hyperscalers
- Set clear expectations and goals for partners, and track their performance against targets
- Conduct regular business reviews with partners to discuss progress, identify challenges, and plan future activities
- Motivate and incentivize partners to drive sales and achieve mutual success
- Sales Pipeline Development:
- Collaborate with partners to identify and qualify new sales opportunities
- Assist partners in developing and executing sales strategies for target accounts
- Provide support throughout the sales cycle, including proposal development, presentations, and deal closing
- Territory Management:
- Analyze market trends and competitive landscape within the assigned territory. Manage the evolution of partner landscape in the region
- Develop and implement a territory plan to maximize partner engagement and revenue generation
- Monitor and report on key performance indicators (KPIs) for partner sales, including revenue, pipeline, and customer acquisition
- Marketing and Demand Generation:
- Work with the Aiven partner marketing team to develop and execute joint marketing campaigns with partners
- Leverage partner networks to expand market reach and generate new leads. Participate in industry events and conferences to promote company products and build relationships with potential partners
Application process
- Once applying you should hear from our Talent Experience team within 5 days regarding the status of your application. If you are selected to move forward you can generally expect 4 stages with us
- 30-45 minute call with one of our Talent Partners
- 45 minute Depth of Expertise Interview with the hiring manager
- Skills interview and or presentation for 1 hour with the wider team
- Company values interview for 1 hour
Our take
Cloud computing presents massive implications for the way businesses use data, with cloud-based databases ensuring high uptime, frictionless scalability, and simple software integrations. However, achieving this requires setting up cloud databases in the first place, an obstacle that can be incredibly tough and prevent companies from migrating to cloud-based data infrastructure altogether.
Aiven provides an open-source cloud data management platform, allowing users to easily set up cloud databases, access cloud tool integrations, automate data infrastructural management, and control data security within a single platform. The platform integrates directly into open source data services such as Apache Kafka and OpenSearch, supports multi-cloud deployments, and includes built-in compliance, encryption, and end-to-end security features. In 2023, it added AI-powered data optimisation capabilities via its integration of EverSQL's engine into its products.
Whilst various companies are tackling the difficulties of setting up cloud databases, Aiven has smartly taken more of an all-in-one approach, tackling everything from the building and managing of databases to software integrations, multi-cloud hosting, and security. The company claims that its cloud data solutions can massively reduce the amount of time, money, and resources that businesses must spend to migrate to cloud-based data infrastructure.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
May 2022
$210m
SERIES D
Oct 2021
$60m
SERIES C
Total funding: $420m
Company benefits
- Stock options for permanent employees
- Training/language courses & Aiven library
- Flexible work/life balance
- Private health and dental care
- Proper equipment to do your job
- Office snacks
Company HQ
Kamppi, Helsinki
Leadership
Oskari Saarenmaa
(CEO)Senior Software Engineer and Software Architect for F-Secure Corporation from 2002 to 2011.CEO and Software Architect of Ohmu Ltd. from 2010 to 2016.
Heikki Nousiainen
(CTO)Experience as Information Security Specialist for TietoEnator. Lead Software Architect for F-Secure Corporation from 2008 to 2015.
Hannu Valtonen
(CPO)Experience as Senior Software Engineer and Lead Architect for F-Secure Corporation. Software Architect and Partner of Ohmu Ltd. since 2010.
Mika Eloranta
(Chief Architect)Experience as Lead Software Engineer and Architect for F-Secure Corporation from 1998 to 2011. Software Architect and Partner of Ohmu Ltd. from 2010 to 2016.
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