Partner Operations Manager

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 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

• 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 pro