Director, Global Channels & Systems Integrators

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.

We're looking for a strategic revenue leader to build and scale Anaconda's global channel and SI partner ecosystem. Our Partnerships team connects enterprises with the tools they need to accelerate AI adoption and drive meaningful business outcomes. We work at the intersection of technology and business, translating customer needs into scalable go-to-market strategies that expand our reach through channel partners and systems integrators.

As Director of Global Channels & Systems Integrators, you'll establish and own the strategy for our ecosystem - setting the direction for how we work with systems integrators,  and channel partners to accelerate enterprise AI application development. You'll lead cross-functional initiatives to build programs that generate predictable pipeline and revenue while ensuring partners deliver exceptional customer outcomes.

What you'll do

• Establish and execute the global partner strategy that drives a major portion of Anaconda’s partner-sourced and partner-influenced revenue annually
• Build strategic relationships with global systems integrators (Atos, Deloitte, PwC) and regional partners to scale AI implementation services
• Design and lead a partner program with clear tiers, enablement curriculum, and incentive structures that align partner behavior with revenue goals
• Drive ecosystem alignment between the channel, SIs and  AWS, Azure, and Google Cloud Platform to unlock co-selling opportunities and maximize enterprise deals
• Lead channel partnerships with global VARs (Insight, WWT, SoftwareOne) to expand market reach and accelerate deal velocity
• Collaborate with sales, marketing, product, and customer success to ensure partners deliver measurable customer outcomes
• Hire, coach, and develop a high-performing team across geographies

Your impact will be measured through

• Partner-sourced revenue and pipeline generation as a percentage of total company revenue
• Number of certified partners, trained professionals, and active partner-led implementations
• Customer satisfaction scores and business outcomes from partner-delivered projects
• Partner program engagement metrics and Net Promoter Score

What you need

• 12+ years of experience in enterprise software with demonstrated progression into strategic leadership roles
• 8+ years leading partner or channel programs with proven track record building partnerships that drive significant annual revenue
• Experience establishing strategic relationships with global systems integrators and channel partners
• Track record leading and developing teams across multiple geographies
• Experience selling AI/ML, data science, or Security solutions into enterprise customers
• Demonstrated ability to influence cross-functional stakeholders at the executive level and reconcile multiple views to drive business results
• Ability to travel up to 30% to engage with partners and customers globally

What will make you stand out

• Existing relationships within global systems integrator networks or channel partner organizations
• Experience at high-growth SaaS, cloud, open-source, or AI infrastructure companies
• Background building partner programs from early stages through scale, including consumption-based or usage-based revenue models
• You are an Owner/Builder/Operator - experience building partnerships across AI, cloud, data, or application security ecosystems with understanding of technical buyer personas