Director of Strategic Technologies Alliances
About The Position
Arango delivers a unified, natively multimodel contextual data platform that powers AI agents, assistants, and applications with the unified, current, and trusted business context needed to reason, decide, and act at scale. The Arango Contextual Data Platform connects fragmented enterprise data with LLMs, copilots, and AI agents through a simplified architecture delivered out of the box. By combining graph, vector, document, key-value, and search capabilities in a single platform, Arango eliminates the complex stacks many organizations build to operationalize enterprise AI. Trusted by organizations including NVIDIA, HPE, the London Stock Exchange, PSI CRO, the U.S. Air Force, NIH, Siemens, Transient.AI, Matpriskollen, 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. Learn more at arango.ai, LinkedIn, and G2.
Requirements
- 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
- 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
- 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%)
Nice To Haves
- 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
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
Benefits
- Base + Performance Bonus
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
