Senior Director of Partnerships and Channels

AI Vision Processors For Edge Applications

Our solutions make cameras smarter by extracting valuable data from high-resolution video streams.

Job Description

Ambarella (NASDAQ: AMBA) is a leading fabless semiconductor company that creates edge AI-based computer vision solutions. Our SoCs (System-on-Chips) are at the heart of a wide range of products, including AI-enabled cameras for human and computer vision applications, such as ADAS and autonomous driving, video security, and robotics. We are passionate about developing technology that makes the world safer and smarter, from enhancing vehicle safety to powering intelligent security systems that protect privacy. Join our team and contribute to cutting-edge innovations that are shaping the future of AI and computer vision

Job Description:

The Senior Director of Partnerships and Channels is responsible for developing and executing a comprehensive partnerships and channel sales strategy that drives revenue growth, expands our ecosystem, and enhances our market presence. This role will lead the efforts to identify, develop, and manage strategic partnerships and channel relationships. The ideal candidate will have a deep understanding of the semiconductor industry, emerging AI ecosystem, partnerships and channel sales best practices, and a proven track record of driving business results through strategic partnerships.

Key Responsibilities:

Develop and Execute Partnerships and Channel Strategy:

• Create a comprehensive partnerships and channel sales strategy that aligns with company goals and objectives.
• Identify and prioritize key partnerships and channel opportunities.
• Collaborate with cross-functional teams (Sales, Marketing, Product, etc.) to ensure alignment and maximize impact.

Strategic Partnerships:

• Develop and manage strategic partnerships with key industry players, including OEMs, ODMs, and other ecosystem partners.
• Negotiate and manage partnership agreements, including revenue sharing, joint initiatives, and co-development projects.
• Foster strong relationships with partner executives and key stakeholders.

Channel Sales:

• Develop and manage a channel sales strategy that drives revenue growth through indirect channels.
• Recruit, train, and manage a network of channel partners, including distributors, VARs, and system integrators.
• Develop and execute channel sales plans, including sales forecasting, pipeline management, and sales performance monitoring.

Channel Enablement and Support:

• Develop and deliver channel enablement programs, including training, sales tools, and support.
• Collaborate with internal stakeholders to ensure channel partners have the necessary resources and support to succeed.
• Monitor and address channel partner issues and concerns.

Revenue Growth and Performance:

• Drive revenue growth through partnerships and channel sales.
• Develop and track key performance indicators (KPIs) to measure partnerships and channel sales performance.
• Analyze data to identify areas for improvement and optimize partnerships and channel sales strategies.

Requirements:

Education: Bachelor's degree in Business Administration, Marketing, or a related field. MBA or advanced degree preferred. Experience: 10+ years of experience in partnerships and channel sales, with 5+ years in a leadership role. Semiconductor or technology industry experience preferred. Skills:

• Proven track record of driving business growth through strategic partnerships and channel sales.
• Strong understanding of partnerships and channel sales principles, including partner recruitment, enablement, and management.
• Experience with CRM and channel management systems.
• Strong analytical and problem-solving skills, with ability to measure partnerships and channel sales performance.
• Excellent leadership and management skills, with ability to motivate and inspire a team.
• Strong communication and collaboration skills, with ability to work cross-functionally.

Certifications: Sales or marketing certifications (e.g., Salesforce, HubSpot) are a plus.

What We Offer:

Competitive Salary and Benefits: We offer a competitive salary and benefits package, including stock options and a 401(k) plan. Opportunities for Growth: We're a growing company with opportunities for professional development and career advancement. Collaborative Culture: We foster a collaborative and innovative culture that encourages creativity and teamwork.

If you're a seasoned partnerships and channel sales professional looking to drive business growth through strategi