{"id":3641762,"url":"https://alion.io/job/ambarella-director-ecosystem-channel-development","title":"Director, Ecosystem & Channel Development","company":{"id":1908827,"name":"Ambarella","domain":"ambarella.com","url":"https://alion.io/company/ambarella","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":75,"open_postings":15,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-11-06T05:58:05Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":265000,"max":300000,"currency":"USD","period":"year","gross":null,"usd_annual":300000},"salary_estimate":null,"experience_years_min":12,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"Edge AI","optional":false},{"name":"Physical AI","optional":false}],"status":"live","first_seen_at":"2026-11-02T21:58:12Z","employer_posted_date":"2026-11-02","last_verified_at":"2026-11-06T15:10:35Z","board_verified":true,"closed_at":null,"days_open":3,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":3},"description":"AI Vision Processors For Edge Applications\nOur solutions make cameras smarter by extracting valuable data from high-resolution video streams.\nJob Description\nPosition Overview\nAmbarella is seeking an experienced Director of Channel Development to build and scale a high-impact global channel ecosystem supporting the company’s growth in Edge AI Infrastructure and Physical AI.\nThis leader will be responsible for developing strategic channel relationships across distributors, OEMs/ODMs, solution providers, and other channel partners, translating Ambarella’s technology and ecosystem strategy into repeatable partner-led revenue motions.\nThe Director of Channel Development will own the development of channel strategy, recruitment and activation of priority partners, creation of joint business plans, pipeline development, commercial programs, and partner performance. The role will work closely with Ambarella Sales, Global Partnerships & Channels, Product Management, Product Marketing, Finance, Operations, Legal, and technical organizations to accelerate customer adoption of Ambarella platforms.\nThis is a highly cross-functional and commercially oriented role for a leader who can build new routes to market while remaining directly engaged in strategic customer and partner opportunities.\nKey Responsibilities\nChannel Strategy & Development\nDevelop and execute Ambarella’s channel development strategy for Edge AI Infrastructure and Physical AI.\nIdentify, recruit, negotiate with, and onboard strategic distributors, OEM/ODM partners, solution providers, and other channel partners in priority markets.\nDefine the role each partner plays within Ambarella’s go-to-market model and establish clear value propositions, business objectives, and engagement models.\nBuild scalable channel coverage aligned with Ambarella’s target verticals, geographies, products, and customer segments.\nIdentify gaps in channel coverage and develop partnerships required to address them.\nPartner-Led Revenue Growth\nEstablish measurable revenue, pipeline, design-win, customer acquisition, and market-development objectives with channel partners.\nDevelop joint business plans that translate strategic relationships into identifiable customer opportunities and revenue.\nWork with regional sales organizations to identify opportunities where channel partners can accelerate customer acquisition, solution deployment, and production scale.\nDrive partner-sourced and partner-influenced pipeline from initial opportunity identification through design win and production.\nMaintain executive-level visibility into channel pipeline, forecasts, opportunities, risks, and partner performance.\nDevelop mechanisms to increase the percentage of Ambarella revenue generated through repeatable partner-led motions.\nDistributor Development\nDevelop strategic relationships with regional and global distributors capable of supporting Ambarella’s Edge AI Infrastructure business.\nEstablish distributor business plans covering revenue development, demand generation, technical enablement, inventory, customer coverage, ecosystem development, and fulfillment.\nWork with distributors to expand Ambarella's reach into customers and markets that cannot efficiently be served through a direct-sales model.\nCollaborate with Sales Operations, Finance, Legal, and the Deals Desk on pricing, incentives, deal registration, forecasting, and commercial governance.\nEstablish performance metrics and operating reviews to continuously improve distributor productivity.\nOEM / ODM Ecosystem Development\nDevelop relationships with OEMs and ODMs capable of commercializing Ambarella-based systems, modules, appliances, and Edge AI platforms.\nBuild a portfolio of production-ready Ambarella-based platforms that reduce customer development effort and accelerate time to deployment.\nAlign OEM/ODM roadmaps with Ambarella silicon and software roadmaps.\nConnect OEM/ODM partners with distributors, software partners, GSIs, and end customers to develop complete market-ready solutions.\nDrive the transition from reference platforms and development systems to scalable commercial products.\nEcosystem & Solution Development\nWork across the broader Ambarella partner ecosystem to connect silicon, hardware, software, integration, and distribution into deployable customer solutions.\nCollaborate closely with ISV and GSI partnership teams to build repeatable multi-partner solution architectures.\nIdentify priority use cases where Ambarella and its partners can establish differentiated market positions.\nFacilitate joint engagements between channel partners and strategic customers for evaluations, PoCs, design wins, and production deployments.\nHelp partners develop differentiated offerings based on Ambarella's compute efficiency, AI capabilities, multimedia architecture, and edge deployment advantages.\nPartner Enablement\nEstablish structured onboarding and enablement programs for new channel partners.\nCoordinate technical training, product education, sales enablement, demonstration platforms, reference designs, and solution collateral.\nWork with Ambarella FAEs, partner solution architects, product teams, and marketing organizations to ensure partners have the capabilities required to sell and support Ambarella solutions.\nDevelop partner competency and certification frameworks where appropriate.\nEnsure channel partners can independently identify opportunities, position Ambarella solutions, and support customers through deployment.\nJoint Go-to-Market\nDevelop joint GTM programs with priority partners targeting defined industries, use cases, customers, and geographic markets.\nCoordinate joint account planning, demand-generation programs, industry events, demonstrations, customer workshops, and executive engagements.\nWork with Product Marketing to develop partner-facing positioning and solution messaging.\nIdentify lighthouse customers and reference deployments that can be replicated across the channel.\nCreate repeatable solution and channel playbooks that can scale across multiple partners and regions.\nCommercial & Operational Management\nNegotiate commercial frameworks, business objectives, incentives, and operating models with strategic partners.\nPartner with Finance, Legal, Sales Operations, and the Deals Desk to establish appropriate commercial governance.\nDevelop KPIs covering partner pipeline, revenue, design wins, partner activation, customer acquisition, solution readiness, and partner productivity.\nConduct regular business reviews with strategic partners and Ambarella leadership.\nIdentify underperforming relationships and implement corrective actions or changes in channel strategy.\nQualifications\nRequired\n12+ years of experience in channel development, business development, strategic partnerships, sales, or related commercial roles within the semiconductor, AI, cloud, enterprise technology, embedded systems, or edge-computing industries.\n5+ years leading strategic channel or partner relationships at the Director level or equivalent.\nDemonstrated experience developing relationships with distributors, OEMs, ODMs, solution providers, GSIs, or technology ecosystem partners.\nProven record of building partner relationships that resulted in measurable pipeline and revenue.\nStrong understanding of indirect sales models, channel economics, pricing, margins, incentives, deal registration, and partner business planning.\nExperience taking new technologies or product categories into the market through ecosystem and channel partners.\nAbility to engage effectively with senior executives within customers and partner organizations.\nStrong commercial negotiation, strategic planning, and analytical skills.\nAbility to operate effectively across Sales, Product, Engineering, Marketing, Finance, Legal, and Operations organizations.\nExcellent executive communication and presentation skills.\nBachelor’s degree in Engineering, Computer Science, Business, or a related discipline.\nPreferred\nExperience within Edge AI, AI infrastructure, semiconductors, embedded computing, robotics, intelligent video, industrial automation, automotive, or IoT.\nExperience developing global or multi-region channel organizations.\nExisting relationships across major semiconductor distributors, OEM/ODMs, industrial-computing providers, and enterprise technology partners.\nExperience building new channel programs or routes to market from an early stage.\nUnderstanding of AI hardware and software ecosystems, including CPUs, GPUs, AI accelerators, SoCs, SOMs, edge servers, AI frameworks, and AI application software.\nMBA or advanced technical degree.\nLeadership Attributes\nThe successful candidate will be:\nCommercially driven - able to translate partnerships into pipeline, design wins, and revenue.\nEntrepreneurial - comfortable building new programs and routes to market where established processes may not yet exist.\nEcosystem-oriented - understands that winning complex Edge AI deployments requires alignment across silicon, hardware, software, integration, and distribution partners.\nStrategic and execution-focused - capable of developing long-term partner strategy while directly driving near-term opportunities.\nTechnically credible - able to engage with partners and customers around AI platforms, system architectures, and solution requirements.\nHighly collaborative - able to influence cross-functional teams without relying solely on organizational authority.\nMetrics-driven - establishes measurable objectives and holds partners and internal organizations accountable for execution.\nMeasures of Success\nSuccess in this position will be measured by:\nChannel-sourced and channel-influenced revenue.\nQualified partner-generated pipeline.\nNumber and quality of strategic channel partners activated.\nOEM/ODM platforms commercialized around Ambarella technology.\nNew customer acquisition through channel partners.\nDesign wins transitioning into production revenue.\nPartner productivity and revenue per activated partner.\nDevelopment of repeatable partner-led solutions and GTM motions.\nExpansion of Ambarella's market coverage across priority industries and geographies.\nReporting\nThe Director of Channel Development will be part of Ambarella’s Global Partnerships & Channels organization and will work closely with regional Sales leadership, Product organizations, Partner Solutions, ISV Partnerships, Marketing, Operations, Finance, Legal, and the Deals Desk.\nThe position requires regular interaction with senior executives at Ambarella, strategic partners, and customers and may require significant domestic and international travel.\nThe base range is $265,000 - $300,000. Your base salary will be determined based on your location, experience, and the pay of employees in similar positions. We also offer new hire RSU grants and the opportunity for annual RSU grants, as well as other highly competitive benefits.","description_format":"text","description_chars":10892,"description_truncated":false,"requirements":{"experience_years_min":12,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Processors, MCUs & AI Chips","Machine Vision & 3D Cameras"],"lifecycle":[{"event":"open","at":"2026-11-02T21:58:12Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 18 · green card filings: 10","filings_12m":18,"filings_prev_12m":26,"green_card_filings_12m":10,"median_offered_wage_usd":175000,"route":null,"cap_exempt":false,"checked_at":"2026-10-29T16:27:21+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":63,"band":"ok","label":"Likely open","p_open":1,"p_active":0.632,"p_room":1,"age_days":3,"expected_fill_days":29,"reasons":["conf:5","stale_co","velocity","win:early"],"computed_at":"2026-11-06T05:58:05Z"},"pay":{"stated_usd_annual":300000,"is_top_pay":true},"html_url":"https://alion.io/job/ambarella-director-ecosystem-channel-development","json_url":"https://alion.io/job/ambarella-director-ecosystem-channel-development.json","meta":{"generated_at":"2026-11-06T17:15:36Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":32125,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-07T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":1908827},"rest":"https://alion.io/mcp/rest/get_company?id=1908827"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fambarella-director-ecosystem-channel-development"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fambarella-director-ecosystem-channel-development"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fambarella-director-ecosystem-channel-development"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/ambarella-director-ecosystem-channel-development\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fambarella-director-ecosystem-channel-development"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3641762}},{"tool":"search_jobs","arguments":{"company":"ambarella.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3641762},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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