Director of Channel & VAR Partnerships

ArangoDB·Remote(United States)
Software Development
Excel

WFA Digital Insight

As demand for Contextual AI solutions grows, the need for skilled professionals to manage partnerships and drive revenue becomes increasingly important. With the AI market projected to reach new heights, companies like ArangoDB are at the forefront, seeking talented individuals to shape the future of enterprise AI. The role of Director of Channel & VAR Partnerships stands out, requiring a unique blend of technical knowledge, business acumen, and interpersonal skills. Candidates with experience in partnerships, a strong understanding of AI and graph-based technologies, and excellent communication skills will be well-suited for this position. Before applying, it's essential to understand the current landscape of AI and the role's expectations, including frequent travel and a quota-carrying responsibility.

Job Description

About the Role

The Director of Channel & VAR Partnerships is a critical position at ArangoDB, responsible for building and executing a channel strategy that drives revenue growth through partnerships. This role involves working closely with the sales, marketing, product, and RevOps teams to ensure partners become a consistent and strategic driver of pipeline and closed revenue. The ideal candidate will have a deep understanding of the AI and graph-based technologies, as well as excellent communication and interpersonal skills.

As a Director of Channel & VAR Partnerships, you will be at the forefront of ArangoDB's efforts to expand its partner ecosystem and drive business growth. You will be responsible for recruiting, developing, and enabling partners, as well as collaborating with the sales team to identify new opportunities and influence active deals.

ArangoDB is a global company with a presence in the US and Europe, united by a passion for helping developers, data engineers, and technology leaders innovate faster and smarter with AI. Our AI Data Platform gives developers a single, integrated environment to build and scale AI-powered applications without the complexity of stitching together multiple databases and tools.

What You Will Do

  • Build and execute a channel strategy that focuses on new pipeline generation and 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
  • 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

What We Are Looking For

  • 5+ years of experience in partnerships, alliances, or channel sales
  • Strong understanding of AI and graph-based technologies
  • Excellent communication and interpersonal skills
  • Ability to work in a fast-paced environment and adapt to changing priorities
  • Strong analytical and problem-solving skills
  • Experience with Excel and other productivity tools
  • Ability to travel frequently (up to 50-75%)

Nice to Have

  • Experience with CRM systems and sales automation tools
  • Knowledge of the AI and graph-based technologies landscape
  • Certification in a related field (e.g., AI, data science, sales)

Benefits and Perks

  • Competitive base salary and variable compensation (quota-carrying role)
  • Opportunity to work with a cutting-edge AI technology
  • Collaborative and dynamic work environment
  • Flexible working hours and remote work options
  • Access to training and development programs
  • Health and wellness benefits
  • Retirement savings plan

How to Stand Out

  • Be prepared to discuss your experience with partnerships and channel sales, and how you have driven revenue growth in previous roles
  • Show a strong understanding of AI and graph-based technologies, and how they can be applied in real-world scenarios
  • Highlight your ability to work in a fast-paced environment and adapt to changing priorities
  • Emphasize your excellent communication and interpersonal skills, and provide examples of successful partnerships you have built and managed
  • Be prepared to discuss your experience with Excel and other productivity tools, and how you have used them to analyze data and drive business growth
  • Research the company and the role thoroughly, and be prepared to ask informed questions during the interview process

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