Sr. Partner Manager- North America

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:

You'll own channel and systems integrator relationships across your region, building from the ground up to drive partner-sourced pipeline and co-sell opportunities. As an early member of our Partnerships team, you'll work closely with our Sales organization to stand up a channel motion that connects our AI platform to the partner ecosystem - delivering Agentic applications into production for enterprise across cloud, on-premise, and Sovereign AI platforms.  This role reports to our Sr. Director of Channel & SI and partners heavily with Sales and Marketing leadership to accelerate how we go to market through channels.

What You'll Do:

• Map and prioritize channel partners across your region, recommending a focused set of 3-5 partners where we invest deeply based on business case modeling
• Connect the Channel to our cloud provider partners, including AWS, Azure, Google Cloud, and their ecosystem of strategic channel/systems integrators to generate partner-sourced proof of concepts and pipeline.
• Structure channel agreements and programs that compel large partners to resell and generate demand for our platform.
• Establish clean pipeline hygiene in Salesforce and Clari, maintaining a weekly progress and cadence to track partner-sourced opportunities
• Connect partners directly with our product team for roadmap alignment and with field Account Executives and SE/SA teams  to drive deals through to closure.
• Stand up channel programs with partners, creating a quarterly flywheel that feeds the funnel with qualified opportunities and customer feedback.
• Serve as connective tissue between our Sales team and the Channel, joining regional pipeline calls and facilitating deal progression.
• Build executive-to-executive relationships with Partners and mapping Executive Relationships to stakeholders across Anaconda.

Your impact will be measured through:

• Partner-sourced and co-sell pipeline generation across your region
• Proof of concept conversion to closed deals
• How you build and manage your business and the depth of relationships at partners
• Quality and cleanliness of partner pipeline data in Salesforce and Clari
• Quarterly flywheel producing qualified opportunities that convert to wins
• Movement of channel relationships from transactional to strategic depth

What You Need:

• 7+ years in channel or partner sales roles at software or ISV companies
• Existing relationships with channel partners and systems integrators you can activate immediately in North America,
• Proven experience structuring channel agreements and programs that drive partner revenue
• Demonstrated ability to build business cases using financial modeling (investment in, revenue out)
• Proficiency with Salesforce and Clari, including maintaining accurate pipeline data
• Track record generating partner-sourced pipeline and closed business
• Experience collaborating with field sales teams where AEs own deal closure
• Comfort operating in ambiguous, build-it-yourself environments without established playbooks
• You embody our values of Clarity, Care and Candor
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish

What Will Make You Stand Out:

• You've built and have deep channel and SI relationships and driven business at an ISV or technology company