Sr. Channel & SI Partner Manager-Americas

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 seasoned Channel & SI Partner leader to own and drive our Americas channel strategy during this pivotal transformation. Our Channel organization accelerates growth through strategic partner relationships, enabling Value-Added Resellers, Distributors, and System Integrators to help enterprises build, deploy, and scale AI solutions with Anaconda’s platform. You’ll establish frameworks for partner success, influence cross-functional stakeholders, and mentor others in building high-impact channel programs that make enterprise AI accessible and secure at scale.

As Channel Partner Manager for Americas, you’ll work at the expert level to shape how we recruit, enable, and grow our partner ecosystem around our enterprise AI platform. You’ll translate our platform evolution into partner value propositions and go-to-market strategies while driving strategic partner relationships that contribute significantly to revenue growth. This role demands both deep channel expertise and the ability to articulate how Anaconda enables the full AI lifecycle from data preparation to model deployment and governance.

• Develop and execute comprehensive Americas channel strategy aligned with Anaconda’s enterprise AI platform go-to-market objectives while driving channel revenue targets through strategic partner relationships
• Manage and grow relationships with Value-Added Resellers (VARs), Distributors, Direct Market Resellers (DMRs), and system integrators across North and South America at C-level and executive stakeholder levels, positioning Anaconda as the foundation for their enterprise AI practices
• Recruit, onboard, and enable new strategic partners across the Americas region by developing partner business plans, joint go-to-market strategies focused on enterprise AI adoption, and mutual success metrics
• Translate Anaconda’s platform evolution from data science tools to enterprise AI foundation into compelling partner value propositions and enablement content that resonates with enterprise buyers
• Conduct regular business reviews and ensure partner performance against targets while identifying opportunities to optimize our three-tier partner program (Distributor, Approved, Premier) around AI use cases and enterprise requirements
• Develop pricing strategies, deal structures, and incentive programs that maximize partner performance in enterprise AI deals while ensuring profitability and competitive positioning
• Drive partner-sourced deals through the entire sales cycle from lead generation to close, collaborating with direct sales teams to identify and execute co-selling opportunities in AI platform deployments
• Design and implement partner enablement programs through Anaconda Learning platform, creating sales training materials on enterprise AI positioning, technical resources on AI lifecycle management, and marketing assets that differentiate Anaconda’s platform approach
• Establish and monitor key performance indicators (KPIs) and partner scorecards while identifying patterns and risks that impact channel success in the evolving enterprise AI market
• Partner with Marketing to develop joint demand generation campaigns and co-marketing initiatives that position Anaconda as the foundation for enterprise AI and drive pipeline growth through the channel
• Collaborate with Product and Engineering teams to ensure partner requirements for enterprise AI deployments are incorporated into roadmap planning while translating platform capabilities into partner and customer value
• Work closely with Customer Success to ensure seamless partner-led implementations of enterprise AI solutions while establishing standards for AI governance, security, and compliance in partner engagements
• Support Legal and Finance teams in contract negotiations and partner agreements, contributing expertise on channel economics, enterprise AI licensing models, and deal structuring
• Mentor colleagues and share best practices in channel sales, enterprise AI positioning, partner management, and ecosystem development to elevate organizational channel capabilities

• Achievement of annual channel revenue targets for the Americas region with contribution to Anaconda’s ARR growth from enterprise AI platform deals
• Partner satisfaction scores and Net Promoter Score (NPS) across the partner ecosystem
• Percentage of regional revenue contributed by partner-sourced deals (target: 40%+)
• Number and quality of new strategic partners recruited and successfully enabled on enterprise AI platform positioning
• Effectiveness of partner enablement programs measured by partner competency in selling and delivering enterprise AI solutions

• 12+ years of channel sales experience in enterprise software, with deep expertise in AI/ML platforms, data science infrastructure, or enterprise development tools
• Proven track record of building and scaling channel programs that drove significant revenue growth in platform or infrastructure sales (multi-million ARR impact)
• Experience managing complex partner ecosystems including distributors, resellers, and system integrators across the Americas market with focus on enterprise accounts
• Demonstrated success influencing cross-functional stakeholders including executive leadership, product, engineering, and marketing teams during product evolution or repositioning
• Strong understanding of enterprise AI requirements including model development, deployment pipelines, governance frameworks, and security considerations with ability to articulate platform value
• Deep knowledge of the AI/ML technology landscape including competing platforms, open source ecosystems, and enterprise AI adoption patterns
• Excellent relationship-building skills with proven ability to influence at C-level within partner organizations and internal executive stakeholders on strategic platform positioning
• Strategic thinking with demonstrated ability to translate product evolution into channel strategy, partner value propositions, and scalable enablement frameworks
• Strong analytical skills with experience in CRM systems (Salesforce preferred), partner portal management, and data-driven decision making for channel optimization
• Outstanding communication and presentation skills with ability to negotiate complex multi-party enterprise deals and articulate technical platform value to business audiences
• Experience with partner enablement platforms and program design that measurably improved partner capabilities in selling complex platform or infrastructure solutions
• Understanding of enterprise buyer needs around AI governance, security, compliance, and MLOps with ability to position Anaconda’s platform advantages
• 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 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 focused on AI or cloud technologies
• You are an Owner/Builder/Operator - experience building partnerships across AI, cloud, data, or application security ecosystems with understanding of technical buyer personas
• MBA or relevant sales certifications and partner management credentials
• Track record of successfully repositioning partner programs during product evolution or platform expansion with measurable revenue impact
• Experience designing and implementing channel enablement programs for complex platform or infrastructure sales that significantly improved partner win rates
• Strong relationships with key technology distributors, resellers, and system integrators in the Americas region with established enterprise AI practices
• History of mentoring others in channel sales, enterprise platform positioning, and partner management best practices
• Experience with channel programs for open source-based commercial platforms or developer-focused enterprise tools
• Deep knowledge of enterprise AI buying centers including data science teams, IT/platform engineering, security, and executive decision-makers
• Understanding of MLOps, AI governance frameworks, and enterprise deployment patterns with ability to train partners on these concepts
• Proven ability to create frameworks, playbooks, and standards for enterprise platform sales that others adopt across the organization
• 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 03/30/2026; applicants will be reviewed on an ongoing basis until the role is filled.

The US base salary range for this role is $160,000-$231,000 + 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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