Director of Strategic Technologies Alliances

Role Summary

Director of Strategic Technologies Alliances

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.

1. This is not a traditional alliance role. This is a builder role at the intersection of Product, Engineering, and GTM focused on:
2. Creating joint solutions and offerings
3. Driving co-development and technical integrations
4. Building repeatable GTM and commercial models
5. Delivering measurable pipeline and revenue impact

You will own the strategy and execution to turn partnerships into a durable growth engine for Arango.

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

1. Go-To-Market & Commercial Strategy

Design and operationalize joint GTM strategies, including

1. Co-selling motions with field teams
2. Marketplace listings (AWS, GCP, etc.)
3. Joint value propositions and messaging

Develop commercial frameworks

1. Pricing and packaging for joint offerings
2. Incentive alignment with partner sales teams
3. Deal acceleration strategies

Partner with Marketing to drive

Joint campaigns

Events, webinars, and field activation

Thought leadership in Contextual AI

1. Partner Activation & Revenue Execution

Build a structured motion to move partners from

Onboarding → Enablement → Pipeline → Revenue

Enable partner field teams with

1. Solution playbooks
2. Demo assets and POCs
3. 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

1. Ecosystem Expansion

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

1. Operational Excellence

Define and track partner success metrics, including

1. Pipeline contribution
2. Revenue influence
3. Solution adoption
4. Establish cadence and governance models with key partners

Continuously optimize

1. Partner enablement
2. Solution lifecycle management
3. GTM effectiveness

Working at Arango means

1. Contributing to cutting-edge AI and data infrastructure
2. Collaborating with experienced engineers, marketers, and product leaders
3. Helping 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.

Responsibilities

1. Strategic Alliance & Ecosystem Development

• 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

1. Joint Solution & Product Development (Core Focus)

Lead creation of joint solutions, reference architectures, and packaged offerings

Deep understanding of

1. Cloud ecosystems (AWS, GCP, Azure)
2. Data platforms (Snowflake, Databricks)
3. AI/ML landscape
4. Ability to operate as a cross-functional leader across Product, Engineering, Sales, and Marketing
5. Exceptional executive presence and partner influence skills
6. Mindset
7. Builder mentality: thrives in 0→1 and 1→N environments
8. Commercially driven with strong product intuition
9. Comfortable owning both strategy and execution
10. Willingness to travel extensively (30–50%)
11. Success Metrics (First 12–18 Months)
12. Launch 5+ joint solutions / offerings with strategic partners
13. Build repeatable GTM motions with at least 3–4 key partners
14. Deliver meaningful partner-sourced and influenced pipeline
15. Establish Arango as a recognized solution layer within key ecosystems
16. Drive co-sell adoption across partner field organizations
17. Create scalable frameworks for partner enablement and execution
18. Why This Role Matters

This role sits at the heart of Arango’s next phase of growth.

1. 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:
2. Extend our reach
3. Accelerate product innovation
4. Win in complex enterprise environments

You will define how Arango shows up in the ecosystems that matter most.

Requirements

• 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)

About the Company

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,, 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,LinkedIn, andG2.

• Location: US (Remote, Bay Area) | Travel: 30-50%
• Reports To: CPO / CTO
• Compensation: Base + Performance Bonus

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.