Director of Channel, VAR Partnerships

Job not on LinkedIn

November 25

🏄 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

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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 channel strategy that focuses on new pipeline generation & partner-influenced revenue. • Own a quota tied directly to partner-sourced and partner-influenced bookings. • Expand on the current partner foundation by adding net-new, high-impact VARs and regional integrators. • Define tiering, partner expectations, and clear enablement paths to ensure scalable engagement. • Identify, recruit, onboard, and activate VARs and channel partners across North America and EMEA. • Build certification, training, and readiness programs that enable partners to generate demand and co-sell quickly. • Drive partner activation and ensure rapid progression from onboarding to active pipeline creation. • Work shoulder-to-shoulder with AEs and SEs on partner-sourced and partner-influenced opportunities. • Run account mapping sessions, joint pipeline reviews, and opportunity strategy meetings with partners and internal teams. • Oversee deal registration, routing, attribution, and alignment to ensure clarity and frictionless execution. • Partner with Marketing on campaigns, partner events, webinars, and other demand-gen initiatives. • Build on the existing ecosystem to include VARs, OEMs, and regional integrators that accelerate revenue in our core verticals. • Launch repeatable partner programs including incentives, MDF, and joint business planning. • Represent the company at partner events, industry conferences, and regional field engagements. • Work with RevOps to operationalize partner processes in CRM and PRM systems. • Establish and manage partner performance metrics, dashboards, and QBR cadences that track performance and pipeline impact. • Continuously refine channel processes to improve partner responsiveness, enablement quality & co-sell maturity.

🎯 Requirements

• 8-12+ years in channel, VAR, ecosystem or partner roles with direct accountability to pipeline and revenue growth. • Willingness to travel 50 - 75% for partner recruitment, training, and field engagements & events. • Demonstrated experience building (not inheriting) channel or VAR programs that drove measurable revenue. • Proven success in a quota-carrying partner/channel IC role. • Strong understanding of VAR motions, distribution models, partner incentives, and co-sell workflows. • Ability to influence field teams, drive opportunity alignment, and open new routes to market through partners. • Excellent communicator with strong relationship-building and executive-presence skills. • Technical aptitude to demo and enable partners is a strong plus. • Experience with major cloud vendors or tech alliances is helpful, but this role is not limited to alliances.

🏖️ Benefits

• Competitive salary • Flexible working hours • Professional development budget • Home office setup allowance • Global team events