AI Vision Processors For Edge Applications
Our solutions make cameras smarter by extracting valuable data from high-resolution video streams.
Job Description
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 .
This 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.
The 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.
This 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.
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…