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 help developers, builders, and creators bring their ideas to life with speed and simplicity, by providing a cloud data platform that makes open-source databases, search, streaming, and application infrastructure easily accessible to everyone.

The Role:

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.

What You'll Do:

• 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.

What We're Looking For:

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

Amazing! What’s next:

If you think Aiven is the place for you and that our Values align with yours, send us your resume and we’ll get in touch!

Global Benefits:

Our global benefits are designed to help you thrive and grow, personally and professionally:

• Participate in Aiven’s equity plan.
• Balance work and life with our hybrid work policy.
• Choose the equipment you need to set yourself up for success.
• Use your Professional Development Plan budget for learning opportunities.
• Receive holistic wellbeing support through our global Employee Assistance Program.
• Inquire about our Global Time Off Commitment (Parental and Sick Leave, as well as Personal Time)
• Enjoy country-specific benefits for our global cast.

How to Recognize and Avoid Employment Scams:

There has been a rise in fake job postings used by scammers to get personal information. 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 by video call or in person. Our interviews will never occur via 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 [email protected].

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 non-discrimination 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 [email protected].