ArangoDB
Global Partnerships & Alliances Lead (US)
ArangoDB, New Bern, North Carolina, United States, 28560
About Arango
At Arango, we believe the first generation of enterprise AI missed something essential: context. LLM models are powerful, but they didn’t understand the context needed to deliver accurate answers.
Location US (Remote, with frequent travel—up to 50–75%)
Reports to VP of Sales
Compensation Base + Variable (Quota‑Carrying Role)
About the Role We’re seeking a Director of Global Partnerships & Alliances to build, lead, and scale our partner strategy—driving measurable, quota‑carrying revenue through collaboration with technology vendors, OEMs, VARs, and cloud marketplaces.
Key Responsibilities
Build and execute a global partner strategy that contributes directly to ARR and pipeline goals.
Own a quota tied to revenue generated from partner‑sourced and partner‑influenced opportunities.
Define and operationalize frameworks for VARs, OEMs, cloud marketplaces, and strategic alliances.
Act as the internal and external executive sponsor for the partner ecosystem.
Manage executive relationships with AWS, NVIDIA, Azure, GCP, and other key technology vendors.
Launch and manage joint go‑to‑market initiatives, including co‑selling, co‑marketing, and co‑development programs.
Negotiate partnership terms, co‑funding (MDF), and incentive programs that align to revenue outcomes.
Collaborate with Product and Engineering to identify integrations that expand partner value and stickiness.
Identify and recruit high‑impact VARs, OEMs, and regional SIs to expand coverage in North America and EMEA.
Develop and deliver scalable onboarding, certification, and enablement frameworks.
Represent the company at industry conferences, executive briefings, and partner summits, evangelizing with confidence and technical fluency.
Serve as a technical ambassador—able to demo, enable, and communicate platform capabilities to both technical and business audiences.
Drive joint pipeline generation and partner‑influenced deal acceleration.
Collaborate with field sales and SE teams to ensure seamless co‑sell motions.
Oversee deal registration, routing, and attribution processes, ensuring transparency and accountability.
Partner with Marketing on joint campaigns, partner spotlights, and ecosystem launch initiatives.
Align systems and processes with RevOps (CRM, PRM, tracking, and partner dashboards).
Establish and manage partner performance metrics, QBRs, and executive reporting cadence.
Continuously improve partner efficiency, responsiveness, and field enablement maturity.
What We’re Looking For
10+ years of experience in partnerships, channels, or alliances, ideally within B2B SaaS, data, or AI infrastructure.
Proven success in building and scaling partner ecosystems that drive measurable pipeline and revenue.
Experience managing quota‑carrying partner or alliance programs with clear accountability to ARR or influenced bookings.
Strong network and experience working with global technology vendors such as AWS, NVIDIA, Microsoft, and Google Cloud.
Technical fluency—able to demo, explain, and enable partners on product capabilities and integrations.
Exceptional communicator and relationship builder with strong executive presence.
Energized by travel, field enablement, and in‑person partner collaboration (50–75% global travel). Multilingual (especially French or Italian) is a plus.
Success Metrics
Quota attainment: Partner‑sourced and partner‑influenced revenue contribution.
Pipeline growth: Volume and quality of new opportunities driven through the ecosystem.
Partner expansion: Number of new active partners, alliances, and OEM relationships.
Enablement success: Partner certification, activation, and participation rates.
Operational maturity: Launch of scalable frameworks (tiering, portal, deal reg, enablement cadence).
Field impact: Increased AE collaboration and reduced friction in co‑sell motions.
Why Join Us Our headquarters is in San Francisco (US) and we have an office in Cologne (Germany), but most of our diverse team works remotely worldwide. If you thrive in a high‑energy, entrepreneurial environment where your execution directly shapes company growth, this is the place for you. We invite people from every culture, national origin, religion, sexual orientation, gender identity or expression, and of every age to apply to our positions. All employment decisions are based on business needs, job requirements, and individual qualifications. Arango is committed to a workplace free of discrimination and harassment based on any of these characteristics.
Apply Now Ready to make a massive impact? Join us as Director of Global Partnerships & Alliances and own the growth engine from the ground up.
#J-18808-Ljbffr
Location US (Remote, with frequent travel—up to 50–75%)
Reports to VP of Sales
Compensation Base + Variable (Quota‑Carrying Role)
About the Role We’re seeking a Director of Global Partnerships & Alliances to build, lead, and scale our partner strategy—driving measurable, quota‑carrying revenue through collaboration with technology vendors, OEMs, VARs, and cloud marketplaces.
Key Responsibilities
Build and execute a global partner strategy that contributes directly to ARR and pipeline goals.
Own a quota tied to revenue generated from partner‑sourced and partner‑influenced opportunities.
Define and operationalize frameworks for VARs, OEMs, cloud marketplaces, and strategic alliances.
Act as the internal and external executive sponsor for the partner ecosystem.
Manage executive relationships with AWS, NVIDIA, Azure, GCP, and other key technology vendors.
Launch and manage joint go‑to‑market initiatives, including co‑selling, co‑marketing, and co‑development programs.
Negotiate partnership terms, co‑funding (MDF), and incentive programs that align to revenue outcomes.
Collaborate with Product and Engineering to identify integrations that expand partner value and stickiness.
Identify and recruit high‑impact VARs, OEMs, and regional SIs to expand coverage in North America and EMEA.
Develop and deliver scalable onboarding, certification, and enablement frameworks.
Represent the company at industry conferences, executive briefings, and partner summits, evangelizing with confidence and technical fluency.
Serve as a technical ambassador—able to demo, enable, and communicate platform capabilities to both technical and business audiences.
Drive joint pipeline generation and partner‑influenced deal acceleration.
Collaborate with field sales and SE teams to ensure seamless co‑sell motions.
Oversee deal registration, routing, and attribution processes, ensuring transparency and accountability.
Partner with Marketing on joint campaigns, partner spotlights, and ecosystem launch initiatives.
Align systems and processes with RevOps (CRM, PRM, tracking, and partner dashboards).
Establish and manage partner performance metrics, QBRs, and executive reporting cadence.
Continuously improve partner efficiency, responsiveness, and field enablement maturity.
What We’re Looking For
10+ years of experience in partnerships, channels, or alliances, ideally within B2B SaaS, data, or AI infrastructure.
Proven success in building and scaling partner ecosystems that drive measurable pipeline and revenue.
Experience managing quota‑carrying partner or alliance programs with clear accountability to ARR or influenced bookings.
Strong network and experience working with global technology vendors such as AWS, NVIDIA, Microsoft, and Google Cloud.
Technical fluency—able to demo, explain, and enable partners on product capabilities and integrations.
Exceptional communicator and relationship builder with strong executive presence.
Energized by travel, field enablement, and in‑person partner collaboration (50–75% global travel). Multilingual (especially French or Italian) is a plus.
Success Metrics
Quota attainment: Partner‑sourced and partner‑influenced revenue contribution.
Pipeline growth: Volume and quality of new opportunities driven through the ecosystem.
Partner expansion: Number of new active partners, alliances, and OEM relationships.
Enablement success: Partner certification, activation, and participation rates.
Operational maturity: Launch of scalable frameworks (tiering, portal, deal reg, enablement cadence).
Field impact: Increased AE collaboration and reduced friction in co‑sell motions.
Why Join Us Our headquarters is in San Francisco (US) and we have an office in Cologne (Germany), but most of our diverse team works remotely worldwide. If you thrive in a high‑energy, entrepreneurial environment where your execution directly shapes company growth, this is the place for you. We invite people from every culture, national origin, religion, sexual orientation, gender identity or expression, and of every age to apply to our positions. All employment decisions are based on business needs, job requirements, and individual qualifications. Arango is committed to a workplace free of discrimination and harassment based on any of these characteristics.
Apply Now Ready to make a massive impact? Join us as Director of Global Partnerships & Alliances and own the growth engine from the ground up.
#J-18808-Ljbffr