Director of Strategic Technologies Alliances

Arango•,

1d•$200,000 - $280,000•Remote

About The Position

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.

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%)

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