Key Account Director - OEM
Core
Own Aiven's largest OEM and strategic technology partnerships across AMER to drive partner-sourced and partner-influenced revenue.
Role type
Senior Key Account Director (OEM & Strategic Partnerships)
Builds
OEM and ISV embed deals, joint revenue growth programs, and cross-functional go-to-market plans.
Domain
Infrastructure software (data, cloud, open source, DevOps, middleware)
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
OEM relationship management, channel strategy, ISV agreement negotiation, cross-functional orchestration, partner ecosystem fluency, quantified revenue impact tracking, startup scaling experience, hyperscaler marketplace experience, open source commercial model expertise.
Preferred skills
Built channel programs from scratch, IPO or major funding milestone experience, public sector exposure (FED/SLED), direct or matrixed team management.
Technologies
AWS, Azure, GCP, GSIs (Accenture, PwC, EY, Tech Mahindra), RSIs (CDW, Insight, AHEAD, Optiv)
Responsibilities
Build relationships and programs to turn partnerships into measurable ARR growth, recruit partners, negotiate OEM and ISV agreements, align sales/marketing/engineering/product teams, manage joint go-to-market plans.
Seniority
Senior, hands-on IC with builder-operator scope