Director, Data & AI/ML Partnerships

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:

Anaconda is seeking a visionary leader to define and execute our global Data & AI/ML Platforms GTM strategy. In this high-impact role, you’ll own our partnerships with leading data and AI infrastructure companies— such as Databricks, Snowflake, Palantir, and other emerging platforms—to drive deep product integrations, field enablement, and joint go-to-market execution.

This is an opportunity to build something transformational: a scalable alliance program that positions Anaconda as a foundational component of modern data and agentic AI workflows. You’ll work cross-functionally across Product, Engineering, Sales, and Marketing to translate technical synergy into measurable business growth.

If you thrive at the intersection of open-source, AI innovation, and ecosystem strategy—and want to shape how enterprises build with Python, OSS Models, and AI at scale—this role is for you.

What You'll Do:

• Develop and execute Anaconda's Data & AI/ML Platforms strategy with clear revenue, adoption, and integration targets that translate technical synergy into measurable business outcomes
• Build executive sponsorship across partner organizations and lead partnership negotiations to establish quarterly business reviews, performance scorecards, and long-term strategic alignment
• Partner with Product and Engineering to define joint integration roadmaps that deepen Anaconda's presence across data, compute, and AI/ML stacks — from notebooks and vector databases to ML pipelines and governance tools
• Collaborate with partner engineering teams to launch high-value integrations that make building and deploying AI faster, safer, and more cost-effective while driving developer adoption
• Create and execute joint go-to-market initiatives with each platform, building co-sell motions, field enablement programs, and customer success alignment that accelerate revenue growth
• Enable partner field and solution engineering teams to confidently position Anaconda as the Python and AI enablement layer in their data platforms through comprehensive training and materials
• Launch joint campaigns, case studies, webinars, and thought leadership with partner marketing teams to demonstrate real customer value and amplify Anaconda's ecosystem presence
• Own Anaconda's presence at key industry events such as Data + AI Summit, Snowflake Summit, and Palantir AIPCon to build visibility and secure lighthouse customer wins

Your impact will be measured through:

• Growth in partner-influenced revenue, pipeline velocity, and partner-sourced deals across Data & AI/ML platform partnerships
• Expansion of product integrations and developer adoption metrics across key partner ecosystems
• Strength of executive relationships and partnership health as measured through quarterly business reviews and performance scorecards
• Success of co-sell motions, including win rates, field enablement effectiveness, and customer success stories

What You Need:

• 10+ years of experience in technical business development, ISV alliances, or data and AI partnerships with a proven track record of driving partner-led revenue growth
• Deep understanding of cloud, data, and AI/ML platform ecosystems, including experience with Databricks, Snowflake, Palantir, or similar technologies
• Demonstrated success driving product integration, adoption, and co-sell initiatives within platform ecosystems that result in measurable business outcomes
• Strong grasp of modern data and AI architectures, including data lakes, agentic applications, n