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 sideways-thinking Partner Operations Manager.
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. 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:
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.
What You'll Do:
- Partner Pipeline Management:
- Administer partner pipeline, register opportunities with 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
- Partner Administration & Reporting:
- 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
- Partner Program Management
- 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
- Ecosystem Management
- 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
- Tooling:
- 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
What We're Looking For:
- 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.
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.
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.
- With Aiven locations spanning the globe, we want all of our crabs to find the right balance with our hybrid work policy.
- 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?
- Your wellbeing matters: we provide extensive Occupational Health Care, Dental Care, as well as sports, culture, massage, commute and lunch benefits
- We care about your learning! We provide Finnish Language lessons to help you settle in to your new environment
- Love breakfast? So do we! Join us at our monthly office breakfast
- We also have you covered by statutory accident insurance
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 [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].
