Director of Channel & VAR Partnerships

Arango is hiring a Director of Channel & VAR Partnerships to build and scale a repeatable VAR-driven revenue engine. This is a hands-on, quota-carrying role focused on recruiting, developing, and enabling partners who influence pipeline and bookings, working closely with Sales, Marketing, Product, and RevOps.

• Build and execute channel strategy focused on new pipeline and partner-influenced revenue
• Own quota tied to partner-sourced and partner-influenced bookings
• Recruit, develop, and enable new net-new high-impact VARs and regional coverage
• Influence active deals and drive expansion within the customer base
• Collaborate with Sales, Marketing, Product, and RevOps to make partners a consistent driver of pipeline and closed revenue

This role is focused on partner program execution and revenue operations rather than software development. The technical platform context is provided by Arango’s Contextual AI and multi-model database, but the job’s day-to-day scope is channel strategy and partner deal influence.

The ideal candidate is an experienced channel and VAR partnerships leader who has built and scaled partner programs as a hands-on, quota-carrying individual contributor. They have a track record of generating new pipeline and driving partner-influenced bookings through recruiting, developing, and enabling high-impact VARs, while collaborating closely with Sales, Marketing, Product, and RevOps.