Sr. Director, Global Channels & SIs

About Anaconda

Be at the center of AI

Anaconda is built to advance AI with open source at scale, giving builders and organizations the confidence to increase productivity, and save time, spend and risk associated with open source. 95% of the Fortune 500 including Panasonic, AmTrust, Booz Allen Hamilton and over 50 million users rely on the value The Anaconda AI Platform delivers through a centralized approach to sourcing, securing, building, and deploying AI. With 21 billion downloads and growing, Anaconda has established itself as the gold standard for Python, data science, and AI and the enterprise-ready solution of choice for AI innovation. Anaconda is backed by world-class investors including Insight Partners. Learn more at https://www.anaconda.com.

Summary:

We're building a channel and systems integrator motion from the ground up to help customers build, orchestrate, and secure their AI-native applications across cloud, on-premise, and air-gapped platforms. Today, a large percentage of our revenue runs through partners, with limited programs, enablement, and co-selling. You'll stand up the function, manage the global team, and own relationships with channel partners and SIs like Atos, CapGemini, WWT, Softcat, Software One, and Presidio.  We will measure results based on converting partner engagement into a pipeline that materially moves the business. This is a hands-on, player-coach role: driving the business, setting the strategy, executing the GTM with our sales teams and partners globally, and fully enabling the Channel.  We are looking for a rock-star “Channel Chief” who wants to build and execute quickly.

What You'll Do:

• Stand up the channel program from scratch - design partner programs, outline rev-ops and systems support, create enablement content with Product Marketing, and connect the channel to cross-functional teams across Sales, Marketing, Finance, Product, and Leadership
• Own relationships with named VARs and Systems Integrators - developing executive-level trust and driving partner sourced revenue outcomes 
• Engage regularly with partners across the US, EMEA, and APJ, jointly meeting customers with our AEs and SEs to shepherd AI projects through to closure
• Account-map with regional sales leaders to identify co-sell opportunities, plug them into the field immediately, and build the channel into a flywheel that creates pipeline and co-selling opportunities aligned to our platform
• Build and lead a new team of partner managers, enabling them on what we sell and how to sell it, and growing them into regional ownership while staying hands-on yourself
• Manage partner pipeline in CRM, coordinate field escalations on both sides, and serve as the single point of accountability for partner-sourced revenue
• Leverage recent acquisitions to open channel opportunities in security and agentic application-building, driving the launch of PoCs that convert to won opportunities.
• Tie the channel to co-selling and marketplace across AWS, Azure, and GCP - ensure out VARs and SIs leverage our platform running in the cloud

Your impact will be measured through:

• Partner-sourced pipeline and closed revenue that materially changes the trajectory of the year
• Channel programs and infrastructure in place - programs launched, rev-ops processes, operational needs, partner enablement required - within the first 60 days of joining have a view and recommended changes to implement 
• Number of qualified co-sell opportunities account-mapped with regional sales teams and progressing through the pipeline
• Partner engagement velocity: executive relationships established, joint customer meetings held, and deals shepherded to closure across US, EMEA, and APJ

What You Need:

• 7+ years building and scaling channel programs inside high-growth startups or scale-ups, with demonstrated success standing up programs from zero
• Existing relationships with large channel partners and systems integrators, with immediate credibility to engage partner executives and drive joint pipeline
• Hands-on experience driving partner-sourced revenue - not just managing programs from a distance
• Solid working understanding of security, open-source business models, or the AI ecosystem, with the technical fluency to brief partners and enablement teams

• Proficiency with CRM platfor