Director of Strategic Technologies Alliances

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 This role sits at the heart of Arango’s next phase of growth. Our success in the AI era depends on becoming the context layer embedded across the ecosystem —not just a standalone platform. Strategic alliances are how we: Extend our reach Accelerate product innovation Win in complex enterprise environments You will define how Arango shows up in the ecosystems that matter most. What Makes Arango Special? At Arango, we believe that AI is only as powerful as the data foundation. Our mission is to help organizations build AI systems that can reason, decide and act based on unified, current, and trusted business context at scale. We are helping define a new category of infrastructure: the contextual data layer for AI. Working at Arango means: Contributing to cutting-edge AI and data infrastructure Collaborating with experienced engineers, marketers, and product leaders Helping shape how enterprises build AI-powered applications If you're excited about the intersection of AI, data, and social media, we’d love to hear from you.