Anaconda, Inc. · 18 hours ago
Sr. Channel & SI Partner Manager-Americas
United States
Full-time
Remote
Senior Level, Lead/Staff
$160K/yr - $231K/yr
12+ years expAnaconda, Inc. is at the forefront of advancing AI with open source at scale. They are seeking a seasoned Channel & SI Partner leader to drive their Americas channel strategy, focusing on building strategic partner relationships to enhance enterprise AI solutions.
AnalyticsArtificial Intelligence (AI)Big DataCloud InfrastructureEnterprise SoftwareMachine LearningOpen Source
Responsibilities
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
Qualification
Required
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
Preferred
You embody our values: 'Curious by Default', 'Build Together', 'Own It', and 'Lead with Guts and Heart', and our behaviors: Clarity, Care and Candor
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
Benefits
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
Company
Anaconda, Inc.
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.
201-500 employees
H1B Sponsorship
Anaconda, Inc. has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (1)
2024 (3)
2023 (2)
2022 (4)
2021 (1)
Funding
Current Stage
Growth StageTotal Funding
$233MKey Investors
Insight PartnersSnowflake VenturesCiti Ventures
2025-07-31Series C· $150M
2021-09-21Series Unknown
2021-04-13Series B· $38.5M
Leadership Team
David DeSanto
Chief Executive Officer
Peter Wang
Chief AI & Innovation Officer, Co-Founder
Recent News
Company data provided by crunchbase