Director of Global Channel Partnerships

Job not on LinkedIn

November 23

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

⏰ Full Time

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

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ArangoDB

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Software • SaaS • Artificial Intelligence

ArangoDB is a flexible and scalable graph database platform designed for a variety of applications, particularly in a data-intensive environment like Generative AI. It supports multiple data models including graph, vector, document, full-text search, and geospatial databases, all within a single unified system. This allows developers to efficiently navigate complex data interactions and perform advanced analytics, making it ideal for sectors such as healthcare, finance, telecommunications, and more.

51 - 200 employees

Founded 2015

☁️ SaaS

🤖 Artificial Intelligence

💰 $27.8M Series B on 2021-10

📋 Description

• Build and execute a global partner strategy that contributes directly to ARR and pipeline goals • Own a quota tied to revenue generated from partner-sourced and partner-influenced opportunities • Define and operationalize frameworks for VARs, OEMs, cloud marketplaces, and strategic alliances • Act as the internal and external executive sponsor for the partner ecosystem • Manage executive relationships with AWS, NVIDIA, Azure, GCP, and other key technology vendors • Launch and manage joint go-to-market initiatives including co-selling, co-marketing, and co-development programs • Negotiate partnership terms, co-funding (MDF), and incentive programs that align to revenue outcomes • Collaborate with Product and Engineering to identify integrations that expand partner value and stickiness • Identify and recruit high-impact VARs, OEMs, and regional SIs to expand coverage in North America and EMEA • Develop and deliver scalable onboarding, certification, and enablement frameworks • Represent the company at industry conferences, executive briefings, and partner summits, evangelizing with confidence and technical fluency • Drive joint pipeline generation and partner-influenced deal acceleration • Collaborate with field sales and SE teams to ensure seamless co-sell motions • Oversee deal registration, routing, and attribution processes, ensuring transparency and accountability • Partner with Marketing on joint campaigns, partner spotlights, and ecosystem launch initiatives • Align systems and processes with RevOps (CRM, PRM, tracking, and partner dashboards) • Establish and manage partner performance metrics, QBRs, and executive reporting cadence • Continuously improve partner efficiency, responsiveness, and field enablement maturity.

🎯 Requirements

• 10+ years of experience in partnerships, channels, or alliances, ideally within B2B SaaS, data, or AI infrastructure • Proven success in building and scaling partner ecosystems that drive measurable pipeline and revenue • Experience managing quota-carrying partner or alliance programs with clear accountability to ARR or influenced bookings • Strong network and experience working with global technology vendors such as AWS, NVIDIA, Microsoft, and Google Cloud • Technical fluency — able to demo, explain, and enable partners on product capabilities and integrations • Exceptional communicator and relationship builder with strong executive presence. • Energized by travel, field enablement, and in-person partner collaboration (50–75% global travel) • Multilingual (especially French or Italian) is a plus.

🏖️ Benefits

• Health insurance • 401(k) matching • Flexible work hours • Paid time off • Remote work options