Director, Ecosystem & Channel Development

Ambarella•Headquarters, KY

4d•$265,000 - $300,000

About The Position

Ambarella is seeking an experienced Director of Channel Development to build and scale a global channel ecosystem supporting growth in Edge AI Infrastructure and Physical AI. The role develops strategic relationships with distributors, OEMs/ODMs, solution providers, and other partners, turning Ambarella’s technology and ecosystem strategy into repeatable partner-led revenue. The Director owns channel strategy, priority-partner recruitment and activation, joint business plans, pipeline development, commercial programs, and partner performance. Working across Sales, Global Partnerships & Channels, Product Management, Product Marketing, Finance, Operations, Legal, and technical organizations, this leader will accelerate customer adoption of Ambarella platforms. The position combines cross-functional leadership with direct involvement in strategic customer and partner opportunities. The role includes developing distributor and OEM/ODM ecosystems, connecting hardware, software, integration, and distribution partners into deployable solutions, and building partner enablement and joint go-to-market programs. Success is measured through channel revenue and pipeline, partner activation and productivity, commercialized platforms, customer acquisition, design wins progressing to production, and expanded market coverage. The position is part of Ambarella’s Global Partnerships & Channels organization and requires regular interaction with senior executives at Ambarella, partners, and customers. Significant domestic and international travel may be required.

Requirements

12 or more years of experience in channel development, business development, strategic partnerships, sales, or related commercial roles in semiconductor, AI, cloud, enterprise technology, embedded systems, or edge-computing industries.
At least 5 years leading strategic channel or partner relationships at Director level or equivalent.
Demonstrated experience developing relationships with distributors, OEMs, ODMs, solution providers, GSIs, or technology ecosystem partners.
Proven record of building partner relationships that produced measurable pipeline and revenue.
Strong understanding of indirect sales models, channel economics, pricing, margins, incentives, deal registration, and partner business planning.
Experience taking new technologies or product categories to market through ecosystem and channel partners.
Ability to engage effectively with senior executives at customer and partner organizations.
Strong commercial negotiation, strategic planning, and analytical skills.
Ability to work effectively across Sales, Product, Engineering, Marketing, Finance, Legal, and Operations.
Excellent executive communication and presentation skills.
Bachelor’s degree in Engineering, Computer Science, Business, or a related discipline.

Nice To Haves

Experience in Edge AI, AI infrastructure, semiconductors, embedded computing, robotics, intelligent video, industrial automation, automotive, or IoT.
Experience developing global or multi-region channel organizations.
Existing relationships across major semiconductor distributors, OEMs/ODMs, industrial-computing providers, and enterprise technology partners.
Experience building new channel programs or routes to market from an early stage.
Understanding of AI hardware and software ecosystems, including CPUs, GPUs, AI accelerators, SoCs, SOMs, edge servers, AI frameworks, and AI application software.
MBA or advanced technical degree.

Responsibilities

Develop and execute Ambarella’s channel development strategy for Edge AI Infrastructure and Physical AI.
Identify, recruit, negotiate with, and onboard strategic distributors, OEM/ODM partners, solution providers, and other channel partners in priority markets.
Define partner roles, value propositions, business objectives, and engagement models within Ambarella’s go-to-market model.
Build scalable channel coverage aligned with target verticals, geographies, products, and customer segments, and address gaps in coverage.
Set measurable revenue, pipeline, design-win, customer-acquisition, and market-development objectives with channel partners.
Create joint business plans that translate strategic relationships into customer opportunities and revenue.
Work with regional sales organizations to identify channel opportunities and drive partner-sourced and partner-influenced pipeline through design win and production.
Maintain executive-level visibility into channel pipeline, forecasts, opportunities, risks, and partner performance.
Develop mechanisms that increase the share of Ambarella revenue generated through repeatable partner-led motions.
Develop distributor relationships and business plans covering revenue, demand generation, technical enablement, inventory, customer coverage, ecosystem development, and fulfillment.
Collaborate with Sales Operations, Finance, Legal, and the Deals Desk on pricing, incentives, deal registration, forecasting, and commercial governance.
Establish distributor performance metrics and operating reviews.
Develop OEM and ODM relationships and production-ready Ambarella-based systems, modules, appliances, and Edge AI platforms.
Align OEM/ODM roadmaps with Ambarella silicon and software roadmaps, and connect partners with distributors, software partners, GSIs, and end customers.
Drive the transition from reference platforms and development systems to scalable commercial products.
Connect silicon, hardware, software, integration, and distribution partners into deployable customer solutions.
Collaborate with ISV and GSI partnership teams on repeatable multi-partner solution architectures and identify priority differentiated use cases.
Facilitate joint partner and customer engagements for evaluations, proofs of concept, design wins, and production deployments.
Help partners develop differentiated offerings based on Ambarella’s compute efficiency, AI capabilities, multimedia architecture, and edge deployment advantages.
Establish partner onboarding, technical training, product education, sales enablement, demonstration platforms, reference designs, and solution collateral.
Work with FAEs, partner solution architects, product teams, and marketing to ensure partners can sell and support Ambarella solutions; develop competency and certification frameworks where appropriate.
Develop joint go-to-market programs, account planning, demand generation, events, demonstrations, workshops, and executive engagements with priority partners.
Work with Product Marketing on partner-facing positioning and solution messaging, identify lighthouse customers and reference deployments, and create scalable solution and channel playbooks.
Negotiate commercial frameworks, business objectives, incentives, and operating models with strategic partners.
Develop KPIs, conduct regular business reviews with partners and Ambarella leadership, and address underperforming relationships through corrective actions or changes in channel strategy.