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.
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.
- 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
- 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 Europe
- 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
- You've built and have deep channel and SI relationships and driven business at an ISV or technology company
- You bring technical fluency in AI, Security, or DevOps platforms that helps you speak credibly with partners
- You've worked in fast-paced startups where you defined the motion rather than inheriting it
- You have a background in open-source, cloud, or data science/ML companies and understand how developers use those tools
- You're self-sufficient and manage up effectively, bringing recommendations rather than questions to leadership
- You know how to use your network to get your company in front of the right people, including plugging in executives at the right moments
- 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
- 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.
Application deadline: There is no deadline; we accept applications on an ongoing basis.
In addition to base salary, we offer a comprehensive benefits package that includes:
- Flexible Vacation Policy
- Medical, Dental, and Vision Insurance
- Income Protection Insurance
- Paid Parental Leave
- Monthly Wellness Stipend
- 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.
Anaconda, Inc. (“We”, “Us”) are committed to protecting and respecting your privacy. This Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to Us, will be processed by Us in connection with Our recruitment processes.
By clicking “Submit Application”, you acknowledge you have read our Privacy Policy and that Anaconda can retain your application data for up to 1-year, unless otherwise stated. For the purpose of the General Data Protection Regulation (“GDPR”) ”) and the version of the GDPR retained in UK law (the “UK GDPR”) the Data Controller is Vanessa Macilwaine.
Anaconda is an EEO/AA employer M/F/V/D.
