Aiven - The Trusted Data & AI Platform 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®, PostgreSQL®, ClickHouse®, and OpenSearch® to help companies accelerate time-to-market, drive efficiency, and build innovative solutions across any cloud. About this Team Our Customer Growth team plays a crucial role in our growth and profitability. We want to be the trusted data platform for everyone – which, let's face it, is an ambitious target. But thanks to our dedicated sales, pre-sales, and post-sales teams we are growing fast. Our customer-first philosophy: 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. We're by their side, actively helping them solve their challenges through collaboration, sharing, and innovation. 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. About the Position Aiven's OEM partners embed Aiven's open-source data platform into their own products. Once a partner is live, the Partner Success Manager (PSM) owns making that partnership thrive: driving adoption, running the operating cadence, and helping the partner launch new services on Aiven. This is a success and expansion role, not a sourcing role. The PSM does not carry a new-partner acquisition target — that responsibility sits with the OEM sales/account team. The PSM's mandate starts once a partner is onboarded, and the job is measured by how successful that partner becomes. YOUR JOB RESPONSIBILITIES WILL BE * Own partner success for an AMER OEM portfolio — be a primary, non-commercial point of contact for a set of live OEM partners, responsible for their health, satisfaction, and growth on Aiven. * Run Quarterly Business Reviews (QBRs) — prepare and lead the regular business review cadence with each partner, tracking goals, usage, and joint success metrics, using AI tooling to accelerate data pulls, analysis, and QBR material preparation. * Launch new services with partners — coordinate the rollout of new Aiven services and features into existing partner products, end to end. * Work cross-functionally — partner closely with Engineering, Presales, and Marketing to remove blockers, align on roadmap, and give partners what they need to succeed. * Represent the partner internally — bring partner feedback, feature requests, and escalations into the right Aiven teams, and close the loop back to the partner. * Track and report on partner health — maintain a clear, AI-assisted view of adoption, satisfaction, and growth for each partner in the portfolio, and report it up to leadership. * Build joint success plans — define, with each partner, what success looks like for them, and the roadmap to get there. * Deliver partner sales enablement — run regular enablement sessions for partner sellers and pre-sales on selling Aiven DBaaS, using AI to produce and tailor enablement content per partner. * Operate as an AI-native practitioner — build and maintain AI-assisted workflows, templates, and playbooks for the recurring work of the role (QBR prep, health reporting, launch coordination, partner communications), continuously improve them, and share them so they become the standard operating model for the OEM Partnerships team. REQUIREMENTS Must-have: * Based in the United States, able to work across AMER time zones. * Experience in partner success, customer success, or account/relationship management in a B2B SaaS, cloud, or OEM environment. * Track record of running structured business reviews (QBR/EBR) with partner or enterprise stakeholders. * Comfortable working cross-functionally with Engineering, Presales, and Marketing to drive outcomes. * Strong communication, stakeholder management, and project management skills. * Working knowledge of cloud infrastructure or open-source data technologies, or the ability to build that fluency quickly. * Demonstrated day-to-day use of AI tools (e.g., Claude, ChatGPT, Copilot or similar) to research, analyze data, draft communications and reporting, and automate repeatable tasks, with the judgment to review, verify, and own the output. * An AI-native working style: defaults to building reusable prompts, templates, and workflows rather than doing recurring work manually, and can show concrete examples of how this has improved output or capacity in a previous role. Good-to-have: * Prior experience with OEM, embedded, or ISV partner models specifically. * Prior project management experience, or dealing with complex customer situations that required internal and external coordination, reporting, and follow-up. * Familiarity with Aiven's product stack (Kafka, PostgreSQL, ClickHouse, OpenSearch, and similar open-source data infrastructure). * Experience coordinating product or feature launches with external partners. * Experience using AI agents or automation to connect data sources (CRM, usage/billing data, support tooling) into partner health or account reporting. * Experience introducing AI-assisted ways of working to a team or function and coaching others on them. WHAT SUCCESS LOOKS LIKE * Partners in the PSM's portfolio run a regular QBR cadence and can point to progress against their joint success plan. * New Aiven services get launched into partner products on schedule, with Engineering, Presales, and Marketing aligned. * Partner satisfaction and platform adoption grow within the existing portfolio, not measured by net-new partner count. * The recurring work of the role runs on documented, AI-assisted workflows that other members of the OEM team can pick up and reuse. Don't worry if your experience doesn't line up perfectly—we still encourage everyone to apply. We believe in investing in our crabs' professional growth. Our Offer If you ask us what's the best thing about working for Aiven, many will probably say it's the high concentration of talent from around the world that we have here. Enjoy the agile environment of a hyperscale scale-up where you can truly make an impact and have fun while at it. We invest in you: * Competitive base salary + commission structure with accelerators for overachievement * Participate in Aiven's equity plan * With Aiven locations spanning the globe, we want all of our crabs to find the right balance with our hybrid work policy * Get the needed equipment to set yourself up for success * Step up your career game with real employer support (use one of our learning platforms, annual learning budget, and more) * Get holistic wellbeing support through our global Employee Assistance Program Make a difference at Aiven: * Contribute to open-source projects that you find meaningful outside of work—and get paid for it! Our Plankton program recognizes extra work to the open-source ecosystem for developers and non-developers alike * Use up to 5 days per year to volunteer for a good cause of your choice * Join one of our team member resource groups—empower yourself and others in missions that resonate with you What else: * Need insurance: We've got you covered—benefit from comprehensive health insurance options including dental and vision benefits and Life and AD&D insurance * Your wellbeing matters: we provide you with a health savings account with Aiven contributions, as well as short and long term disability plans * Looking after your future: you're covered by 401(k) and Roth 401(k) retirement plans Amazing! What's next: Once applying you should hear from our Talent Experience team within five days regarding the status of your application. E-verify: Aiven participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. More information about our participation in e-verify can be found here. How to Recognize and Avoid Employment Scams: There has been a rise in fake job postings used by scammers to get personal information. Please familiarize yourself with the red flags of a potential scam. Here at Aiven, all of our emails relating to recruitment come from an @aiven.io, @greenhouse.io or @eu.greenhouse.io domain and all of our interviews are conducted over video call or in person, our interviews will never occur over text or chat. If you're unsure of the legitimacy of a job opportunity/offer pertaining to Aiven, please don't hesitate to reach out to us at [email protected]. Equal Opportunities: Aiven provides equal employment opportunities to all qualified employees and applicants for employment without regard to age, gender identity, national or ethnic origin, religion, sexual orientation, physical and mental ability, marital and family status or without regard to any other similar personal attributes. Aiven complies with applicable local laws governing non-discrimination in employment in every location in which the company operates. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, transfer, leaves of absence, compensation, training and any other terms and conditions related to employment. At Aiven, we are committed to providing reasonable accommodations for qualified individuals with disabilities or special needs in our working environment and job application procedures. We make all reasonable accommodations for persons with disabilities or who otherwise need support to thrive in the workplace. We are committed to continuously improving workplace accessibility. There is an option to request a discussion in the application process but if you have any questions before applying please write to us at [email protected].

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