Key account Director

Responsibilities

• Achieve ±10% forecast accuracy at commit with evidence-based qualification Drive consumption growth through adoption initiatives that expand usage of contracted services.
• Build & Execute Strategic Account Plans: Develop 12-month account plans for each of the 6 accounts with documented whitespace analysis, stakeholder maps, competitive positioning, and prioritized expansion plays.
• Identify and qualify growth vectors : new Aiven services not yet deployed, new cloud regions, new business units, workloads on self-managed infrastructure, competitive displacement opportunities.
• Map organizational structure and decision-making authority across platform engineering, data engineering, infrastructure, DevOps, and line-of-business technology teams.
• Maintain living account intelligence : executive changes, organizational restructures, strategic initiatives, M&A activity, technology roadmap shifts that create expansion opportunities or retention risk.
• Present quarterly business reviews internally with account health assessment, pipeline status, risk register, and resource requirements.
• Navigate Complex Enterprise Organizations: Build and maintain executive sponsor relationships at VP and C-level across each account ie CTO, VP Engineering, VP Platform, VP Data, CIO where relevant.
• Develop multi-threaded relationships across buying centers Engage procurement, legal, and vendor management proactively.
• Identify and cultivate internal champions who will advocate for Aiven expansion within their organizations Navigate budget cycles, planning processes, and governance frameworks Orchestrate Hyperscaler Partnerships: Build relationships with AWS, GCP, and Azure field teams covering your accounts ie account executives, solution architects, partner managers.
• Develop joint account plans with hyperscaler partners for accounts where cloud commitment or migration initiatives create Aiven expansion opportunities.
• Identify accounts where committed cloud spend creates budget for managed services Execute with MEDDPICC Discipline: Qualify every expansion opportunity against MEDDPICC criteria Maintain complete opportunity documentation in Salesforce with evidence for each MEDDPICC element Forecast with evidence Run structured deal reviews Coordinate Cross-Functional Resources: Direct Solution Architects on technical validation, architecture reviews, proof-of-concept scoping, and technical stakeholder engagement for
• Coordinate with Legal and Deal Desk on contract amendments, MSA updates, and commercial terms for expansion transactions.