Director of Strategic Technologies Alliances

About the role

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 Overview

This is not a traditional alliance role. This is a builder role at the intersection of Product, Engineering, and GTM focused on:

• Create joint solutions and offerings
• Drive co-development and technical integrations
• Build repeatable GTM and commercial models
• Deliver 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

Joint Solution & Product Development (Core Focus)

• 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

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 Activation & Revenue Execution

• Partner with Marketing to drive: Joint campaigns, Events, webinars, and field activation, Thought leadership in Contextual AIs
• 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

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

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, and win in complex enterprise environments. You will define how Arango shows up in the ecosystems that matter most.

What Makes Arango Special?

• 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, and helping shape how enterprises build AI-powered applications.