Partner Sales Manager - Google

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 with specific experience of working in the Google Cloud ecosystem.

In America we work 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 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.