Director, Ecosystem & Channel Development

AMC OU Ambarella; United States; On-site; USD 170,000 - 210,000; Full time

Job summary

Ambarella seeks an experienced Director of Channel Development to build and scale a global channel ecosystem for Edge AI infrastructure and Physical AI platforms. You will define partner roles, drive onboarding, and align coverage with target markets while enabling partners to accelerate customer deployments.

Leading cross-functional teams, you will establish measurable revenue objectives, collaborate with regional sales, and Drive repeatable, partner-led growth across geographies and verticals,

Qualifications

• Proven track record building and scaling global channel ecosystems.
• Experience defining partner roles, value propositions, and engagement models.
• Strong ability to onboard distributors, OEM/ODM partners, and solution providers.
• Results-driven with measurable revenue and pipeline growth targets.

Responsibilities

• Develop and execute Ambarella's channel development strategy for Edge AI Infrastructure and Physical AI.
• Recruit, negotiate with, and onboard strategic distributors and partners in priority markets.
• Define partner roles and establish clear business objectives and engagement models.
• Build scalable channel coverage aligned with target verticals, geographies, and customer segments.
• Drive partner-led revenue growth and maintain executive-level visibility into pipeline and risks.

Skills

Channel development

Partner ecosystem

Strategic planning

Negotiation

Go-to-market

Job description

AI Vision Processors For Edge Applications

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

Position Overview

Ambarella 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 .

Key Responsibilities

Channel Strategy & Development

Develop and execute Ambarella's channel development strategy for Edge AI Infrastructure and Physical AI.
Identify, recruit, negotiate with, and onboard strategic distributors, OEM/ODM partners, solution providers, and other channel partners in priority markets.
Define the role each partner plays within Ambarella’s go-to-market model and establish clear value propositions, business objectives, and engagement models.
Build scalable channel coverage aligned with Ambarella's target verticals, geographies, products, and customer segments.
Identify gaps in channel coverage and develop partnerships required to address them.

Partner-Led Revenue Growth

Establish measurable revenue, pipeline, design-win, customer acquisition, and market-development objectives with channel partners.
Develop joint business plans that translate strategic relationships into identifiable customer opportunities and revenue.
Work with regional sales organizations to identify opportunities where channel partners can accelerate customer acquisition, solution deployment, and production scale.
Drive partner-sourced and partner-influenced pipeline from initial opportunity identification through design win and production.
Maintain executive-level visibility into channel pipeline, forecasts, opportunities, risks, and partner performance.
Develop mechanisms to increase the percentage of Ambarella revenue generated through repeatable partner-led motions.

Distributor Development

Develop strategic relationships with regional and global distributors capable of supporting Ambarella's Edge AI Infrastructure business.
Establish distributor business plans covering revenue development, demand generation, technical enablement, inventory, customer coverage, ecosystem development, and fulfillment.
Work with distributors to expand Ambarella's reach into customers and markets that cannot efficiently be served through a direct-sales model.
Collaborate with Sales Operations, Finance, Legal, and the Deals Desk on pricing, incentives, deal registration, forecasting, and commercial governance.
Establish performance metrics and operating reviews to continuously improve distributor productivity.

OEM / ODM Ecosystem Development

Develop relationships with OEMs and ODMs capable of commercializing Ambarella-based systems, modules, appliances, and Edge AI platforms.
Build a portfolio of production-ready Ambarella-based platforms that reduce customer development effort and accelerate time to deployment.
Align OEM/ODM roadmaps with Ambarella silicon and software roadmaps.
Connect OEM/ODM partners with distributors, software partners, GSIs, and end customers to develop complete market-ready solutions.
Drive the transition from reference platforms and development systems to scalable commercial products.

Ecosystem & Solution Development

Work across the broader Ambarella partner ecosystem to connect silicon, hardware, software, integration, and distribution into deployable customer solutions.
Collaborate closely with ISV and GSI partnership teams to build repeatable multi-partner solution architectures.
Identify priority use cases where Ambarella and its partners can establish differentiated market positions.
Facilitate joint engagements between channel partners and strategic customers for evaluations, PoCs, design wins, and production deployments.
Help partners develop differentiated offerings based on Ambarella's compute efficiency, AI capabilities, multimedia architecture, and edge deployment advantages.

Partner Enablement

Establish structured onboarding and enablement programs for new channel partners.
Coordinate technical training, product ed