Director of Strategic Technologies Alliances

About Arango 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. Location: US (Remote, Bay Area) | Travel: 30-50%Reports To: CPO / CTOCompensation: 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. Role 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 impact You will own the strategy and execution to turn partnerships into a durable growth engine for Arango. What You’ll Do2. Joint Solution & Product Development (Core Focus)3. Go-To-Market & Commercial Strategy4. Partner Activation & Revenue Execution5. Ecosystem Expansion6. Operational Excellence 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 ecosystemsLead 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 differentiatedDesign 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 AIBuild 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 progressionExpand 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 partnersDefine and track partner success metrics, including:Pipeline contributionRevenue influenceSolution adoptionEstablish cadence and governance models with key partnersContinuously optimize:Partner enablementSolution lifecycle managementGTM effectiveness What We’re Looking For Experience 12-15+ 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 skillsMindset Builder 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 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 reachAccelerate product innovationWin 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 infrastructureCollaborating with experienced engineers, marketers, and product leadersHelping 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. Powered by JazzHR