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Key Account Director - OEM

Aiven

Austin, TXFull-time$155–220K/yrPosted 1mo agoVerified open 5 days ago
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At a glance

Compensation
$155–220K/yr
Location
Austin, TX
Schedule
Full-time
Work Authorization
Not specified

Job overview

Aiven is hiring a Key Account Director - OEM. Aiven is seeking a Key Account Director to own its largest OEM and strategic technology partnerships across the Americas, driving partner‑sourced and partner‑influenced revenue. The role requires building relationships, programs, and cross‑functional alignment to turn partnerships into measurable ARR growth, leveraging experience in channel and OEM motions within infrastructure software companies.

Key focus areas include Own Aiven's largest OEM and strategic technology partnerships across AMER, Drive partner‑sourced and partner‑influenced revenue growth, and Build relationships, programs, and cross‑functional alignment for partnerships.

Successful candidates bring Experience Scaling Channel Motions, Experience Scaling OEM Motions, and Experience Recruiting Partners. Important skills include Online Advertising, IPO, Open Source Software, Channel Management, OEM Partnerships, and Conflict Resolution. Preferred (not required): Amazon Web Services, Service, Marketplace, and OEM.

Skills & qualifications

RequiredNice to have

Skills

Online AdvertisingIPOOpen Source SoftwareAmazon Web ServicesServiceMarketplaceOEMSLEDState & LocalMicrosoft AzureGoogle Cloud PlatformChannel ManagementOEM PartnershipsConflict ResolutionCross‑Functional OrchestrationInfrastructure Software SalesPartner RecruitmentProgram BuildingOEM NegotiationChannel SalesNegotiationPartnership ThinkingChannel ExperienceEcosystem FluencyAWSAzureGCPBuilding RelationshipsCross-Functional AlignmentOEM ManagementNegotiating OEM AgreementsNegotiating ISV AgreementsSales Team CollaborationMarketing Team CollaborationEngineering Team CollaborationProduct Team CollaborationData ProductsCloud ProductsOpen Source ProductsDevOps ProductsMiddleware ProductsUnderstanding Technical BuyersDeveloper-Led AdoptionQuantified Revenue ImpactJoint Go-to-Market PlansGSI KnowledgeRSI KnowledgeISV KnowledgeChannel Program BuildingNegotiating OEM and ISV AgreementsAccenturePwCEYTech MahindraCDWInsightAHEADOptivPartner Program BuildingHyperscaler Marketplace ExperienceCo-Sell ExperienceMarketplace TransactionsOpen Source Commercial ModelsSubscription MonetizationSupport MonetizationManaged-Service MonetizationPublic Sector ExposureManaged Direct TeamsManaged Matrixed Teams

Qualifications

Experience Scaling Channel MotionsExperience Scaling OEM MotionsExperience Recruiting PartnersExperience Building ProgramsExperience With OEM RelationshipsExperience With Hardware OEM DealsExperience With Cloud OEM DealsExperience With ISV Embed DealsExperience With Partner-Sourced DealsExperience With Partner-Influenced DealsExperience in Infrastructure Software BackgroundExperience With IPO or Major Funding Milestone

Full job description

Key Account Director, OEM Aiven · Full-time

The role We're hiring a Key Account Director to own Aiven's largest OEM and strategic technology partnerships across AMER. You'll 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 we're looking for You think in partnerships, not transactions. You've 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.

You're 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 You've 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 You've 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 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.

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).

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

You've read the whole posting — now see how you match it.

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