Director of Strategic Technologies Alliances

About this role

Director of Strategic Technologies Alliances
About ArangoDB

Arango makes your business data AI-ready, giving agents, apps, and assistants trusted context at scale. Every answer traceable. Every decision is governed. No more stitching together a vector store, a graph database, a search index, and a governance layer added as an afterthought. Arango’s Contextual Data Platform has it all built in, not bolted on.
Trusted by organizations including NVIDIA, HPE, Zscaler, the London Stock Exchange, the U.S. Air Force, NIH, Siemens, and Articul8, Arango helps enterprises move from AI pilots to reliable production systems faster while lowering infrastructure complexity and total cost of ownership. Arango is a proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program.
Stop building Frankenstacks. Start building with Arango. Learn more at arango.ai
We believe great innovation happens when curious, driven people collaborate. We are committed to building a diverse and inclusive team and supporting our employees and interns as they learn, grow, and contribute to shaping the future of enterprise AI.
Location: US (Remote, West Coast preferred) | Travel: 30-50%
Reports To: CPO / CTO
Compensation: Base + Performance Bonus
Role Overview
We are entering a critical phase of growth—evolving from foundational partnerships to a scaled ecosystem of strategic technology alliances that drive product innovation and revenue.
We are seeking a Director of Strategic Technology Alliances to define and execute our partner strategy with hyperscalers and leading ISVs such as AWS, Google Cloud, Snowflake, OpenAi, Anthropic, Databricks, NVIDIA, IBM, and emerging AI platform providers.
This is not a traditional alliance role. This is a builder role at the intersection of Product, Engineering, and GTM focused on:

Creating joint solutions and offerings

Driving co-development and technical integrations

Building repeatable GTM and commercial models

Delivering measurable pipeline and revenue impact

You will own the strategy and execution to turn partnerships into a durable growth engine for Arango.
What You’ll Do
1. Strategic Alliance & Ecosystem Development

Define and execute Arango’s 3–5 year strategic alliances vision across hyperscalers and ISVs

Prioritize and build deep partnerships with platforms such as AWS, Google Cloud, Snowflake, Databricks, NVIDIA, IBM, and leading AI ecosystem players

Establish clear partnership archetypes (co-build, co-sell, co-market) with defined success models

Position Arango as a core contextual data layer within partner ecosystems

2. Joint Solution & Product Development (Core Focus)

Lead creation of joint solutions, reference architectures, and packaged offerings

Drive co-development initiatives including:
Technical Proof of Concepts (POCs)

MVPs and production-ready integrations

Industry-specific solution blueprints (e.g., fraud, supply chain, cybersecurity, AI copilots)

Partner closely with Product & Engineering to influence roadmap based on partner ecosystem opportunities

Ensure solutions are repeatable, scalable, and differentiated

3. Go-To-Market & Commercial Strategy

Design and operationalize joint GTM strategies, including:
Co-selling motions with field teams

Marketplace listings (AWS, GCP, etc.)

Joint value propositions and messaging

Develop commercial frameworks:
Pricing and packaging for joint offerings

Incentive alignment with partner sales teams

Deal acceleration strategies

Partner with Marketing to drive:
Joint campaigns

Events, webinars, and field activation

Thought leadership in Contextual AI

4. Partner Activation & Revenue Execution

Build a structured motion to move partners from:
Onboarding → Enablement → Pipeline → Revenue

Enable partner field teams with:
Solution playbooks

Demo assets and POCs

Technical training and certifications

Actively support strategic deals:
Align with AEs/SEs on partner-sourced and influenced opportunities

Drive co-sell execution and deal progression

5. Ecosystem Expansion

Expand beyond current partnerships (e.g., NVIDIA, AWS) into a broader AI and data ecosystem

Identify emerging partners across:
Data platforms

AI/ML tooling

Industry SaaS providers

Build solution-led entry points into new markets via partners

6. Operational Excellence

Define and track partner success metrics, including:
Pipeline contribution

Revenue influence

Solution adoption

Establish cadence and governance models with key partners

Continuously optimize:
Partner enablement

Solution lifecycle management

GTM effectiveness

What We’re Looking For
Experience

12-15+ years in strategic alliances, product partnerships, or ecosystem development

Proven track record building joint solutions and co-development programs with hyperscalers or ISVs

Experience driving measurable revenue through partner-led motions

Capabilities

Strong technical fluency:
Ability to build or guide POCs, demos, and solution architectures

Familiarity with modern data/AI stacks (graph, vector, LLM ecosystems)

Deep understanding of:
Cloud ecosystems (AWS, GCP, Azure)

Data platforms (Snowflake, Databricks)

AI/ML landscape

Ability to operate as a cross-functional leader across Product, Engineering, Sales, and Marketing

Exceptional executive presence and partner influence skills

Mindset

Builder mentality: thrives in 0→1 and 1→N environments

Commercially driven with strong product intuition

Comfortable owning both strategy and execution

Willingness to travel extensively (30–50%)

Success Metrics (First 12–18 Months)

Launch 5+ joint solutions / offerings with strategic partners

Build repeatable GTM motions with at least 3–4 key partners

Deliver meaningful partner-sourced and influenced pipeline

Establish Arango as a recognized solution layer within key ecosystems

Drive co-sell adoption across partner field organizations

Create scalable frameworks for partner enablement and execution

Why This Role Matters
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