Director of Channel, VAR Partnerships
ArangoDB
full-time
Posted on:
Location Type: Remote
Location: Remote • California • 🇺🇸 United States
Visit company websiteJob Level
Lead
Tech Stack
Cloud
About the role
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
channel strategypartner-influenced revenuequota managementpartner recruitmentonboardingpartner activationdeal registrationperformance metricsco-sell workflowspipeline generation
Soft skills
relationship-buildingcommunicationinfluenceexecutive presencecollaborationtrainingleadershiporganizational skillsproblem-solvingadaptability