REQ# FEQ327R2

Senior Technical Account Manager - EMEA

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 help developers, builders, and creators bring their ideas to life with speed and simplicity, by providing a cloud data platform that makes open-source databases, search, streaming, and application infrastructure easily accessible to everyone.

The Role: We are looking for a customer-centric Senior Technical Account Manager (TAM) with a direct focus on our largest enterprise customers. The TAM is a technical professional who helps optimize Aiven’s customer experience and accelerate time-to-value when using Aiven’s Open Source services. You will act as a single point of contact and customer advocate, providing direct access into Aiven business functions such as Support, Engineering, Product Management, Marketing, and Executive Staff.

What You'll Do:

• Build Relationships: Help customers succeed by building successful relationships throughout the entire customer journey.
• Technical Strategy: Develop a deep technical understanding of the customer’s business priorities, operational models, cloud architecture, and technical initiatives.
• Operational Advisory: Maintain awareness of customer operations to assist with operational planning and risk management, acting as an advisor for deployments.
• Cross-Functional Advocacy: Act as a conduit into Aiven’s Sales, Support, Engineering, and Product Management teams to represent customer interests.
• Operational Reviews: Conduct regular reviews on incidents, field advisories, security vulnerabilities, and root-cause analysis.
• Sales Collaboration: Participate in sales account planning and support account penetration and pipeline growth strategies.
• Travel: Travel up to 10% of the time to meet with customers.

What We're Looking For:

• Technical Expertise: A deep conceptual and hands-on understanding of Apache Kafka and at least one of the following: PostgreSQL, ClickHouse, or OpenSearch.
• Consulting Background: Proven experience in technology sales, pre-sales, or technical consulting.
• Development Skills: Fluency in one or more programming languages such as Java, Python, Go, or Ruby.
• Cloud & Infrastructure: Knowledge of public clouds (AWS, Google, or Azure) and experience with Linux operating systems, networking basics (DNS, VPC), and relational databases.
• Communication: Excellent presentation and problem-solving skills, with the ability to articulate technical requirements to both customers and internal Product teams.
• Project Management: Ability to manage multiple projects, determine urgency, and execute detailed action plans.
• Nice to Have: Previous experience in Customer Relationship Management (CRM) and migration experience (e.g., Oracle to PostgreSQL).

Amazing! What’s next: If you think Aiven is the place for you and that our Values align with yours, send us your resume and we’ll get in touch! You can generally expect 4 stages with us:

1. 30-45 minute call with a Talent Partner.
2. 45-minute Depth of Expertise Interview with the hiring manager.
3. 1-hour Skills interview/presentation with the wider team.
4. 1-hour Company Values interview.

Global Benefits: Our global benefits are designed to help you thrive and grow, personally and professionally:

• Equity: Participate in Aiven’s equity plan.
• Flexibility: Balance work and life with our hybrid work policy.
• Gear: Choose the equipment you need to set yourself up for success.
• Learning: Use your Professional Development Plan budget for learning opportunities.
• Wellbeing: Receive holistic wellbeing support through our global Employee Assistance Program.
• Time Off: Inquire about our Global Time Off Commitment (Parental and Sick Leave, as well as Personal Time).
• Open Source: Get paid to contribute to open-source projects via our Plankton program.
• Volunteering: Use up to 5 days per year to volunteer for a cause of your choice.

How to Recognize and Avoid Employment Scams: There has been a rise in fake job postings used by scammers to get personal information. 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 by video call or in person. Our interviews will never occur via 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 recruitment@aiven.io.

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.

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. If you have any questions before applying please write to us at recruitment@aiven.io.

CSQ227R121

Locations - Sweden, Denmark, Finland (Hybrid/Remote)

At Databricks, we are on a mission to empower our customers to solve the world's toughest data problems with the Databricks Data Intelligence Platform. As a Delivery Solutions Architect (DSA), you are a trusted technical advisor to key customers, providing expert guidance that translates data, analytics and AI challenges into high-impact business value. You help design, implement, and scale data and AI solutions, focusing on architecture, operational excellence, and customer enablement. Internally, you will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers.

Delivery Solutions Architects (DSAs) are trusted technical advisors embedded within the customer organization, providing expert guidance that translates data and AI challenges into high-impact business value. They help you design, implement, and scale data and AI solutions, focusing on architecture, operational excellence, and team enablement. DSAs focus on:

• Designing secure, scalable architecture 
• Aligning people, processes, and technology 
• Establishing trusted advisor relationships
• Leveraging the broader ecosystem of Databricks experts 

This is a hybrid technical and commercial role. Technically, the expectations are that you become the post-sales technical lead and trusted advisor across all Databricks products for the customer’s top priority use cases. This requires you to use your technical skills and credibility to engage and communicate with technical/technical leadership stakeholders in our customer organizations, do architecture reviews, help with performance and cost optimizations, demonstrate new capabilities, remove blockers, etc. In parallel, it is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving onboarding plans. 

While not a hands-on-keyboard role, this is a highly technical position where architectural skills in fields such as Data Architecture, Data Engineering, Data Warehousing or Data Science are essential.

You will report directly to a DSA Manager within the Field Engineering organization.

The impact you will have:

• Be the Databricks Architect working with customer technical teams working on use cases/data products, from development to go-live, addressing any technical challenges and blockers and providing guidance, best practices and enablement
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the internal point of contact for any questions related to production/go live status of agreed upon use cases within an account, often for multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services and Support resources, along with escalating to expert-level technical teams to address the tasks that are beyond your scope of activities or expertise
• Create  and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews and upgrade needs, presenting them to the customers when applicable for their ongoing developments
• internal and external updates - KPI reporting on the status of usage and customer health, risks and blockers, product adoption and use case progression - to your Field Engineering leadership

What we look for:

• Programming experience in PySpark, SQL or Scala 
• Understanding and hands-on experience of solution architecture-related distributed data and analytics systems
• 5+ years of experience where you have been accountable for delivery of projects in  Data, Analytics or AI and where you can contribute to technical debate and design choices with customers
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting roles
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program coordination including account and stakeholder management
• Experience resolving complex and important escalation with senior customer technical stakeholders
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30%

The role:

As an Enterprise Account Executive at Armis, you will play a crucial role in driving our growth across Australia by identifying and securing new enterprise-level business opportunities. You will be responsible for cultivating relationships with key decision-makers, understanding their cybersecurity needs, and presenting our solutions as the ideal choice to address those needs. This position offers a unique opportunity to work with cutting-edge technology, fuelled by AI and be a part of a dynamic, winning and rapidly growing local team in a company that is leading in this space. 

What you’ll do:

• Identify and target enterprise-level accounts to generate new business
• Leverage industry knowledge and market trends to develop a strategic approach for lead generation. Plan it out - go execute. 
• Cross-sell and Upsell of Armis’ extensive product portfolio to existing customers 
• Work closely with partner channels and alliances to develop new opportunities
• Build and maintain strong relationships with C-level executives, CISO’s, CIO’s, IT leaders, and other key decision-makers in your buying ecosystem.
• Conduct in-depth discussions to understand client needs, challenges, and objectives related to cybersecurity.
• Take an ‘always qualifying’ approach to maximize prospect connection.
• Effectively communicate the value proposition of our solutions to potential clients.
• Conduct product demonstrations and presentations tailored to the specific requirements of each organization.
• Manage the end-to-end sales cycle, from initial contact through negotiation and closing.
• Collaborate with internal teams to ensure seamless implementation and onboarding for new clients. From Legal to Operations, Finance to Customer Success. 
• Provide accurate and timely sales forecasts, pipeline reports, and other relevant information.
• Utilize CRM (SFDC) and other tools to track and manage all aspects of the sales process. Hygiene and accuracy is super important to us, it should be to you too. 

What we expect:

• An overachiever who wants to take their sales career to the next level.
• Proven track record of significant success in enterprise-level Technology sales.
• A strong understanding of enterprise security challenges and solutions.
• Excellent communication and presentation skills.
• Ability to build and maintain relationships at the C-level.
• Self-motivated with a results-oriented & process-oriented mindset.
• Ability to travel to prospects/customers/events