Requirements and responsibilities
About ArangoDBArango 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.aiWe 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 / CTOCompensation: Base + Performance BonusRole OverviewWe 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 offeringsDriving co-development and technical integrationsBuilding repeatable GTM and commercial modelsDelivering measurable pipeline and revenue impactYou will own the strategy and execution to turn partnerships into a durable growth engine for Arango.What You’ll Do1. Strategic Alliance & Ecosystem DevelopmentDefine and execute Arango’s 3–5 year strategic alliances vision across hyperscalers and ISVsPrioritize and build deep partnerships with platforms such as AWS, Google Cloud, Snowflake, Databricks, NVIDIA, IBM, and leading AI ecosystem playersEstablish clear partnership archetypes (co-build, co-sell, co-market) with defined success modelsPosition Arango as a core contextual data layer within partner ecosystems2. Joint Solution & Product Development (Core Focus)Lead creation of joint solutions, reference architectures, and packaged offeringsDrive co-development initiatives including: Technical Proof of Concepts (POCs)MVPs and production-ready integrationsIndustry-specific solution blueprints (e.g., fraud, supply chain, cybersecurity, AI copilots)Partner closely with Product & Engineering to influence roadmap based on partner ecosystem opportunitiesEnsure solutions are repeatable, scalable, and differentiated3. Go-To-Market & Commercial StrategyDesign and operationalize joint GTM strategies, including: Co-selling motions with field teamsMarketplace listings (AWS, GCP, etc.)Joint value propositions and messagingDevelop commercial frameworks: Pricing and packaging for joint offeringsIncentive alignment with partner sales teamsDeal acceleration strategiesPartner with Marketing to drive: Joint campaignsEvents, webinars, and field activationThought leadership in Contextual AI4. Partner Activation & Revenue ExecutionBuild a structured motion to move partners from: Onboarding → Enablement → Pipeline → RevenueEnable partner field teams with: Solution playbooksDemo assets and POCsTechnical training and certificationsActively support strategic deals: Align with AEs/SEs on partner-sourced and influenced opportunitiesDrive co-sell execution and deal progression5. Ecosystem ExpansionExpand beyond current partnerships (e.g., NVIDIA, AWS) into a broader AI and data ecosystemIdentify emerging partners across: Data platformsAI/ML toolingIndustry SaaS providersBuild solution-led entry points into new markets via partners6. Operational ExcellenceDefine and track partner success metrics, including: Pipeline contributionRevenue influenceSolution adoptionEstablish cadence and governance models with key partnersContinuously optimize: Partner enablementSolution lifecycle managementGTM effectivenessWhat We’re Looking ForExperience12-15+ years in strategic alliances, product partnerships, or ecosystem developmentProven track record building joint solutions and co-development programs with hyperscalers or ISVsExperience driving measurable revenue through partner-led motionsCapabilitiesStrong technical fluency: Ability to build or guide POCs, demos, and solution architecturesFamiliarity with modern data/AI stacks (graph, vector, LLM ecosystems)Deep understanding of: Cloud ecosystems (AWS, GCP, Azure)Data platforms (Snowflake, Databricks)AI/ML landscapeAbility to operate as a cross-functional leader across Product, Engineering, Sales, and MarketingExceptional executive presence and partner influence skillsMindsetBuilder mentality: thrives in 0→1 and 1→N environmentsCommercially driven with strong product intuitionComfortable owning both strategy and executionWillingness to travel extensively (30–50%)Success Metrics (First 12–18 Months)Launch 5+ joint solutions / offerings with strategic partnersBuild repeatable GTM motions with at least 3–4 key partnersDeliver meaningful partner-sourced and influenced pipelineEstablish Arango as a recognized solution layer within key ecosystemsDrive co-sell adoption across partner field organizationsCreate scalable frameworks for partner enablement and executionWhy This Role MattersThis 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 reachAccelerate product innovationWin in complex enterprise environmentsYou 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 infrastructureCollaborating with experienced engineers, marketers, and product leadersHelping shape how enterprises build AI-powered applicationsIf you're excited about the intersection of AI, data, and social media, we’d love to hear from you.
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