Director, Global Channels & Systems Integrators

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.

• 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

• 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

• 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

• 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
• Deep understanding of modern data stack, MLOps, or AI infrastructure architectures
• Experience combining strategic vision with hands-on execution—translating how enterprises should adopt AI into operational programs that deliver results
• You embody our values: "Curious by Default", "Build Together", "Own It", and "Lead with Guts and Heart", and our behaviors: Clarity, Care and Candor
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish

• Experience working in a fast-paced startup environment
• Experience working in an open-source, AI, or data science-oriented company

• You'll thrive in a high-performance environment where results are recognized and rewarded
• Your work directly contributes to shaping the future of data science, machine learning, and AI in the enterprise.
• You'll work alongside a collaborative team that values diverse, thoughtful discussion, clarity and candor.
• You'll be supported by a culture that puts employees first - with flexible hours, a fully remote setup, and a genuine commitment to your wellbeing and growth.

The application deadline for this role is 03/29/2026; applicants will be reviewed on an ongoing basis until the role is filled.

The US base salary range for this role is $190,000-$274,000 + commission + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed in each job posting reflects the minimum and maximum target salaries for the position across all US locations.

Within the range, individual compensation is determined by various factors, including work location, job-related skills, experience, and relevant education or training. Your recruiter will provide more specific details on the salary range for your preferred location during the hiring process.

In addition to base salary, we offer a comprehensive benefits package that includes:

• Flexible Vacation Policy
• Medical, Dental, and Vision Insurance
• Short Term and Long Term Disability
• Paid Parental Leave
• Monthly Wellness Stipend
• Employee Assistance Program and Mental Health Resources

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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Anaconda is an EEO/AA employer M/F/V/D.