Partner Operations Manager, Aiven
+ Equity
Open source cloud data management platform
Be an early applicant
Open source cloud data management platform
501-1000 employees
Be an early applicant
+ Equity
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
- 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
- 5+ years of experience in partner operations or channel management
- Proven track record of successfully managing and growing partner ecosystems
- Strong understanding of hyperscaler ecosystems (AWS, Google Cloud, Microsoft Azure)
- Experience with partner relationship management (PRM) tools and automation platforms
- Proven experience supporting and partnering with Channel & Alliance organizations preferred
- Strong analytical capabilities and previous experience developing data-driven analysis
- Business planning for a high growth, global business
- Experience running internal training and enablement sessions and ability to create how-to guides and process documentation
- Proven ability to work across organizations
- Excellent critical thinking skills
- Working knowledge of salesforce.com CRM Solution preferred
What the job involves
- 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 OR GTM teams we are growing fast. Right now, we are looking for a Partner Operations Manager
- Our sales team works directly with customers as well as with channel partners
- In this role, you will be responsible for the day-to-day management of our partner program, ensuring smooth operations, and help driving partner success, playing a critical role in the growth and success of our partner ecosystem
- The successful candidate will be responsible to drive best in class operational support to our Global Partner Sales organisation whilst also driving our external facing partner programs and incentives
- You will be a key business partner to our Global Partner Sales and Operational Leadership Team
- Administer partner pipeline, register opportunities wiht our partners and ensure the pipeline collaboration between relevant stakeholders on Aiven and partner side
- Create and manage deal registration process
- Track and analyze pipeline development, velocity and propose improvements
- Manage pipeline review cadence and collaboration
- Build and manage partner business reporting and invoicing processes
- Continously develop and optimize partner business processes and practices thriving for efficiency and ease of doing business
- Track key partner business KPIs and metrics, providing insights to leadership
- Drive global channel forecasting, reporting rigour and cadence, to ensure full transparency for executive leadership
- Partner with Finance, Legal Sales & Marketing Management to establish Channel financial plan for given periods as well as working to define and set Key Performance Metrics (KPIs) to effectively manage and track against Channels strategic goals
- Define and manage partner processes, ensuring efficiency and effectiveness
- Create and administer partner programs, including tiers, benefits, and incentives
- Develop and implement partner communication strategies
- Plan, Manage and Operate Partner Program
- Define and execute alliance promotions and incentive programs, that drive channel contribution
- Oversee all operational tasks related to partner sales and ecosystem management
- Manage partner onboarding and enablement programs
- Foster a strong partner community and promote collaboration
- Stay informed about industry trends and best practices in partner management
- Work cross-functionally to drive new channel business processes and improve our total partner experience, from new partners onboarding to our most strategic alliances
- Manage and optimize the partner portal, ensuring a user-friendly experience
- Implement and maintain automation tools to streamline partner operations
- Develop and maintain comprehensive partner documentation and knowledge base
- Develop and enhance current operational infrastructure, with goal to build out best in class, optimized and automated solutions
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 values
- We are open 💡 Open to any new idea. Open to inspiration from every colleague and experience. Openly supporting the open source community that helped make us who we are. At Aiven, we don’t just look ahead. We look around. Take it all in, and put ourselves out there. We think sideways, speak up and grow freely. Working in teams. Working with leaders. And leading ourselves. Left, right, forwards, upwards. We open up our industry in every direction.
- We are owners 💯 Owning our decisions. Owning our mistakes. Owning the places they take us. Whatever we’re doing, we commit to the journey. It’s not always a straightforward path, and we often have to leap without knowing where exactly we’ll land. But that’s what thinking sideways is all about. With other Aiveners beside us, we take responsibility for our actions, and take pride in our achievements.
- We are courageous 🧑🚀 The courage to take on any challenge. The courage to take calculated risks. The courage to drive changes, not resist them. Our future holds great opportunities . So we need to be bold, think sideways, and evolve. And when you’re surrounded by inspiring colleagues, fascinating problems and opportunities left, right and centre, evolution comes naturally.
Company HQ
Kamppi, Helsinki
Articles
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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