Director, 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.

Here is why people love most about working here: We're not just a company, we're part of a movement. Our dedicated employees and user community are democratizing data science and creating and promoting open-source technologies for a better world, and our commercial offerings make it possible for enterprise users to leverage the most innovative output from open source in a secure, governed way.

Summary
Anaconda is seeking a Director to build and lead our Amazon Web Services (AWS) alliance globally—one of the most strategic partnerships in our AI and data platform ecosystem. This high-impact role sits at the intersection of AI product innovation, revenue growth, and market expansion, combining strategic partnership development with hands-on execution to establish Anaconda as the preferred AI/ML platform for AWS customers building next-generation agentic AI applications, generative AI solutions, and intelligent systems.

You'll own the AWS relationship end-to-end: shaping joint AI product roadmaps, enabling AWS field teams at scale, orchestrating co-sell motions for AI workloads, and building a sustainable growth engine that drives measurable business outcomes for both organizations. This role requires an entrepreneurial mindset, exceptional business acumen, deep cloud and AI ecosystem expertise, and the ability to influence and align cross-functional teams across Product, Engineering, Sales, and Marketing.

If you're a strategic thinker who thrives in ambiguity, builds relationships that matter, and knows how to turn AI partnership potential into revenue reality—this is your opportunity to build something transformational in the enterprise AI space.

What You'll Do

• Drive AWS Partner Strategy and Business Plan for AI/ML growth with revenue targets and success metrics, maintaining executive sponsorship across AWS leadership
• Partner with Anaconda Product & Engineering to develop joint AI/ML roadmaps with AWS AI/ML teams (SageMaker, Bedrock, GenAI), drive integrations across AI, Data, Compute, and Silicon that drive customer value
• Enable AWS field teams through compelling reference architectures, industry playbooks, and joint value propositions that help AWS sellers close enterprise deals with Anaconda
• Own Anaconda's presence at AWS flagship events (re:Invent, Summits) and drive joint marketing campaigns that build market momentum
• Secure lighthouse AI customer wins and compelling reference stories that validate the AI partnership and fuel further adoption

Your Impact Will Be Measured Through

• Revenue driven through AWS co-sell motions and marketplace transactions
• New customer acquisition resulting from our partner product roadmap
• Partner tier advancement and unlocked program benefits
• Pipeline growth, velocity, conversation rates

What You Need

• 10+ years in technical partnerships, cloud ISV alliances, or business development with demonstrated revenue impact
• 5+ years working with AWS partner, product, or sales teams, with established AWS network
• Deep knowledge of AWS AI services (SageMaker, Bedrock), compute services (EKS, EMR, EC2), and AWS silicon capabilities
• Proven ability to build cloud partnerships from the ground up, driving cross-functional alignment and measurable business outcomes
• Strong executive presence with ability to influence across Product, Engineering, Sales, and Marketing
• Proficiency with AWS Marketplace, ISV co-sell programs, and partner competency requirements
• Embody our values: "Curious by Default", "Build Together", "Own It", and "Lead with Guts and Heart"
• Located in Seattle or willingness to travel up to 40%

What Will Make You Stand Out

• Network of relationships with AWS AI/data service teams and AWS Industry Sales specialists
• Background in open-source Python ecosystem and emerging AI architectures (agentic AI, multi-agent frameworks, GenAI workflows)
• Track record demonstrating partner value through cloud consumption metrics and influenced revenue
• Experience creating technical reference architectures and enablement materials for AI/ML workloads

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 application deadline for this role is 02/10/2026; applicants will be reviewed on an ongoing basis until the role is filled.

The US base salary range for this role is $176,000-$254,000 + bonus + 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
• Annual Remote Work and 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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