Sr. Director, Global Channels and Systems Integrators About The Role The Sr. Director of Global Channels and Systems Integrators will be a critical revenue leader responsible for building and scaling Anaconda's global Channel and SI partner ecosystem to accelerate AI adoption and drive enterprise revenue growth. This leader will develop strategic partnerships with systems integrators and channel partners to expand market reach and deliver AI solutions that generate measurable business outcomes for customers. A key success factor will be aligning the entire partner ecosystem with cloud hyperscalers like AWS, Azure, and Google Cloud Platform to capitalize on the massive shift to cloud-based AI/ML workloads.

Key Responsibilities Revenue Generation & Growth

• Own and exceed annual revenue targets through partner-sourced and partner-influenced deals
• Build predictable pipeline generation through channel and SI partnerships, targeting 50%+ of company revenue through partner ecosystem
• Establish joint go-to-market strategies with partners that accelerate deal velocity and increase average contract values
• Create and execute partner business plans with clear revenue commitments and mutual accountability

Systems Integrator Partnership Development

• Build relationships with global SIs (Accenture, Deloitte, PwC, etc.) and regional partners to deliver AI implementation services
• Enable SI partners to develop practices around Anaconda technologies, creating certified consultants and solution architects
• Collaborate with SIs to develop industry-specific AI solutions and repeatable deployment patterns
• Drive joint customer success initiatives that demonstrate ROI and business value
• Ensure SI partners are trained and certified on deploying Anaconda solutions across AWS, Azure, and GCP environments

Channel Program Excellence

• Design and implement a world-class partner program with clear tiers, benefits, and performance metrics
• Execute a global channel program with VARs such as Insight, WWT, Presidio, and other leading global VARs in EMEA and APAC regions
• Establish partner enablement curriculum covering technical, sales, and solution positioning
• Create incentive structures that align partner behavior with company revenue goals
• Implement partner portal and tools for deal registration, training, and collaboration
• Develop cloud-specific specializations and certifications that enable partners to leverage hyperscaler marketplaces and co-selling programs

Cloud Ecosystem Alignment

• Ensure all channel and SI partners are equipped to position and deploy Anaconda solutions on major cloud platforms
• Drive partner participation in AWS, Azure, and GCP partner programs to unlock co-selling opportunities and marketplace benefits
• Create cloud-specific solution architectures and deployment guides that partners can leverage
• Facilitate three-way relationships between Anaconda, partners, and hyperscaler field teams to maximize enterprise opportunities

Customer Outcome Focus

• Partner with customer success teams to ensure partner-led implementations deliver promised AI outcomes
• Develop success metrics and KPIs that measure actual business impact, not just technology deployment
• Create feedback loops between partners and product teams to enhance solution-market fit
• Build reference architectures and best practices that partners can leverage for consistent delivery

Cross-functional Leadership

• Collaborate with sales leadership to ensure field alignment and minimize channel conflict
• Work with marketing to develop partner-specific campaigns and demand generation programs
• Partner with product management to influence roadmap based on partner and customer requirements
• Align with finance on deal structures, discount frameworks, and revenue recognition

Required Qualifications

• 15+ years of enterprise software experience with 10+ years in partner/channel leadership roles
• Proven track record of building and scaling partner programs that deliver $100M+ in annual revenue
• Deep relationships with global systems integrators and understanding of hyperscaler ecosystems
• Experience selling AI/ML, data science, or analytics solutions to enterprise customers
• Demonstrated success in creating partner ecosystems that drive customer value and adoption
• Strong understanding of cloud-native architectures and modern data stack
• Experience navigating complex, multi-stakeholder deals with partners
• Track record of building and leading high-performing teams across geographies
• Ability to travel up to 50% of the time to engage with partners and customers globally

Preferred Qualifications

• Experience at high-growth SaaS or open-source companies
• Background in data science platforms, MLOps, or AI infrastructure
• Existing relationships within the Python/data science community
• MBA or advanced technical degree
• Experience with consumption-based or usage-based revenue models
• Experience combining strategic thinking with hands-on execution, bringing both the vision to transform how enterprises adopt AI and the operational excellence to deliver results

Success Metrics

• Partner-sourced revenue achievement (% of target)
• Partner-influenced pipeline generation
• Number of certified partners and trained professionals
• Customer satisfaction scores for partner-delivered implementations
• Time to revenue for new partner relationships
• Partner program NPS and engagement metrics

Why You'll Like Working Here

• 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 US base salary range for this role is $230,000-$300,000+ 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

The application deadline for this role is 10/13/2025; applicants will be reviewed on an ongoing basis until the role is filled.

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.