Key Account Director OEM

Aiven Full-time

The role

Were hiring a Key Account Director to own Aivens largest OEM and strategic technology partnerships across AMER. Youll drive partner-sourced and partner-influenced revenue building the relationships programs and cross-functional alignment that turn partnerships into a measurable growing share of ARR.

This is a role for a builder-operator: someone who has stood up or scaled channel and OEM motions inside infrastructure software companies before and has the numbers to show for it.

Who were looking for

You think in partnerships not transactions. Youve spent your career embedded in the channel recruiting partners building programs negotiating OEM and ISV agreements and pulling together sales marketing engineering and product teams to grow joint business.

Youre comfortable in a startup with no playbook and in a large enterprise where you have to create new habits between direct sellers and the partner ecosystem. What drives you is taking a partner relationship from a standing start or a stalled one and turning it into a self-sustaining revenue engine. You have the YoY growth numbers partner counts and ARR contributions to prove it.

What good looks like

OEM and strategic partnerships Youve directly owned named OEM relationships hardware cloud ISV embed deals and can point to documented joint revenue growth from each.

Channel and indirect selling Your pipeline track record shows partner-sourced and partner-influenced deals (deal registration PIO) not just direct quota carrying.

Infrastructure software background Youve sold data cloud open source DevOps or middleware products. You understand technical buyers and how developer-led adoption actually works.

Quantified revenue impact You own your numbers: Growth rate Customer satisfaction rate contribution to ARR milestones.

Cross-functional orchestration Youve matrix-managed sales marketing SAs engineering and ops to execute joint go-to-market plans and you know how to move all of them in the same direction at the same time.

Ecosystem fluency Youre comfortable across GSIs (Accenture PwC EY Tech Mahindra) RSIs (CDW Insight AHEAD Optiv) ISVs and the big-3 clouds (AWS Azure GCP).

What sets you apart

• Built a channel or partner program from scratch
• Hyperscaler marketplace and co-sell experience: AWS Azure or GCP private offers and marketplace transactions
• Been part of a company through an IPO or major funding milestone
• Fluent in open source commercial models: subscription support managed-service monetization
• Public sector exposure (FED/SLED) as an additional partner-led motion
• Managed direct or matrixed teams a plus for this player-coach scope not a hard requirement