Key Account Director (OEM)

Join Aiven as a Key Account Director (OEM) and take ownership of our largest OEM and strategic technology partnerships across AMER. You will drive partner-sourced and partner-influenced revenue, building relationships, programs, and cross-functional alignment to turn partnerships into a measurable, growing share of ARR. This role is ideal for someone with a strong background in channel and OEM motions within infrastructure software companies.

• Responsable de la gestion des relations avec les partenaires OEM et technologiques stratégiques, en veillant à ce que ces relations se traduisent par une augmentation mesurable des revenus.
• Développement et mise en œuvre de programmes et d'initiatives visant à renforcer les partenariats, à recruter de nouveaux partenaires et à négocier des accords OEM et ISV.
• Collaboration avec les équipes de vente, de marketing, d'ingénierie et de produit pour exécuter des plans de mise sur le marché conjoints et atteindre les objectifs de revenus.
• Quantified revenue impact You own your numbers: Growth rate, Customer satisfaction rate, contribution to ARR milestones
• OEM and strategic partnerships You've directly owned named OEM relationships — hardware, cloud, ISV embed deals — and can point to documented joint revenue growth from each
• Ecosystem fluency You're comfortable across GSIs (Accenture, PwC, EY, Tech Mahindra), RSIs (CDW, Insight, AHEAD, Optiv), ISVs, and the big-3 clouds (AWS, Azure, GCP)
• Infrastructure software background You've sold data, cloud, open source, DevOps, or middleware products. You understand technical buyers and how developer-led adoption actually works
• What sets you apart
• Channel and indirect selling Your pipeline track record shows partner-sourced and partner-influenced deals (deal registration, PIO) — not just direct quota carrying
• Cross-functional orchestration You've 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
• 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
• Public sector exposure (FED/SLED) as an additional partner-led motion
• Fluent in open source commercial models: subscription, support, managed-service monetization
• Managed direct or matrixed teams — a plus for this player-coach scope, not a hard requirement