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.

In APAC we work exclusively with hyperscalers and partners to grow our presence and support our customers. 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 Crabby Principles

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 Role:

The Partner Sales Manager is responsible for achieving sales quota within a defined territory by recruiting, enabling, and managing a network of reseller partners as well as working closely with hyperscalers. 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:

• 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 hjyperscalers.
• 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.
• Work closely with hyperscaler partner managers to leverage hyperscaler partnerships in channel engagement

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.
• Good knowledge of local partners in Indonesia, ideally having a personal network within partner landscape
• Experience in technology sales, ideally open source, databases, cloud solutions
• Understanding of the cloud providers business and partnership model with them
• 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 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

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?

• Looking after your future: we adhere to the Central Provident Fund.
• Don’t lose out on time off - any public holiday that falls on a Saturday is are granted back to you in lieu.
• Need insurance? We’ve got you covered - benefit from our: Private Health Insurance and Life Insurance.

Amazing! What’s next?

If you think Aiven is the place for you, send us your CV and we’ll get in touch.

How to Recognise and Avoid Employment Scams

There has been a rise in fake job postings used by scammers to get personal information. Please familiarise yourself with the red flags of a potential scam.

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 recruitment@aiven.io.

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 recruitment@aiven.io.