Director of Channel & VAR Partnerships

Arango

7d•Remote

About The Position

We’re entering a new phase of growth and expanding from the partner foundation we already have in place. We’re seeking a Director of Channel & VAR Partnerships to build on this foundation and take our channel program to the next level. This is a front-line, quota-carrying individual contributor role focused on recruiting, developing & enabling partners who can identify new opportunities, influence active deals and drive expansion within our customer base. This is not a passive BD or Alliances role - we are looking for a hands-on channel builder responsible for creating a repeatable, scalable revenue engine through the VAR ecosystem. You’ll collaborate closely with Sales, Marketing, Product, and RevOps to ensure partners become a consistent and strategic driver of pipeline and closed revenue.

Requirements

8-12+ years in channel, VAR, ecosystem or partner roles with direct accountability to pipeline and revenue growth.
Willingness to travel 50 - 75% for partner recruitment, training, and field engagements & events.
Demonstrated experience building (not inheriting) channel or VAR programs that drove measurable revenue.
Proven success in a quota-carrying partner/channel IC role.
Strong understanding of VAR motions, distribution models, partner incentives, and co-sell workflows.
Ability to influence field teams, drive opportunity alignment, and open new routes to market through partners.
Excellent communicator with strong relationship-building and executive-presence skills.

Nice To Haves

Technical aptitude to demo and enable partners is a strong plus.
Experience with major cloud vendors or tech alliances is helpful, but this role is not limited to alliances.

Responsibilities

Channel & VAR Strategy
Build and execute a channel strategy that focuses on new pipeline generation & partner-influenced revenue.
Own a quota tied directly to partner-sourced and partner-influenced bookings.
Expand on the current partner foundation by adding net-new, high-impact VARs and regional integrators.
Define tiering, partner expectations, and clear enablement paths to ensure scalable enagement.
Partner Recruitment & Activation
Identify, recruit, onboard, and activate VARs and channel partners across North America and EMEA.
Build certification, training, and readiness programs that enable partners to generate demand and co-sell quickly.
Drive partner activation and ensure rapid progression from onboarding to active pipeline creation.
Field Selling & Co-Sell Execution
Work shoulder-to-shoulder with AEs and SEs on partner-sourced and partner-influenced opportunities.
Run account mapping sessions, joint pipeline reviews, and opportunity strategy meetings with partners and internal teams.
Oversee deal registration, routing, attribution, and alignment to ensure clarity and frictionless execution.
Partner with Marketing on campaigns, partner events, webinars, and other demand-gen initiatives.
Ecosystem Expansion
Build on the existing ecosystem to include VARs, OEMs, and regional integrators that accelerate revenue in our core verticals.
Launch repeatable partner programs including incentives, MDF, and joint business planning.
Represent the company at partner events, industry conferences, and regional field engagements.
Operational Excellence
Work with RevOps to operationalize partner processes in CRM and PRM systems
Establish and manage partner performance metrics, dashboards, and QBR cadences that track performance and pipeline impact.
Continuously refine channel processes to improve partner responsiveness, enablement quality & co-sell maturity.