Sr. Director of Cloud Partnerships

Summary:

We're looking for a Sr. Director of Cloud Partnerships to own Anaconda's most important hyperscaler relationships across AWS, Microsoft Azure, and Google Cloud. The Partnerships team at Anaconda is responsible for turning the cloud and AI ecosystem into a growth engine for our business, connecting Anaconda solutions to where AI is actually being built.

This role involves building our cloud business and alliances focusing on AWS end-to-end. You’ll build the relationships across product and services teams, structure the commercial agreements, and execute the GTM co-sell motion that converts our partnerships into measurable, growing ARR. You’ll work closely with Sales, Product, Engineering, and Marketing to create joint plays in the field, and you’ll be the person who makes hyperscalers such as AWS a durable growth engine for Anaconda. We also have existing relationships with Microsoft Azure and Google Cloud, and emerging relationships with neocloud providers like Nebius and CoreWeave, that you’ll help shape as bandwidth allows. You’ll also lead and develop a small team of 2-3 partnership professionals, with room to grow the function as ARR commitments are met.

What You'll Do:

• Own the AWS partnership at the field, product, and partner org level, serving as Anaconda's primary executive contact and building relationships that generate growth
• Structure and negotiate commercial agreements such as SCAs and others that drive meaningful product growth for Anaconda
• Build and execute a joint GTM motion with AWS, including target-account alignment, field engagement, and joint solution plays that attach Anaconda to AWS's AI/ML and compute story
• Partner with Sales to convert co-sell pipeline into closed revenue, tracking partner-sourced and partner-influenced ARR weekly and owning delivery against those targets
• Translate AWS partner requirements and field signal into actionable input for Anaconda's Product and Engineering teams, influencing roadmap decisions that deepen our cloud integration
• Represent Anaconda's full platform story to AWS stakeholders, including how our secure Python distribution and AI workflow capabilities help enterprises move from prototype to production on AWS infrastructure
• Use AI tools to synthesize partner plans, accelerate joint content creation, and model commercial scenarios, while owning the relationships, negotiations, and strategic decisions that drive outcomes

What You Need:

• 10+ years in cloud alliances, hyperscaler partnerships, or strategic business development at an ISV, SI, or cloud provider
• Demonstrated track record building or scaling an AWS co-sell or marketplace motion that delivered measurable ARR
• Deep working knowledge of AWS partner programs, marketplace mechanics, and field engagement models
• Technical fluency in AWS AI/ML services (including Bedrock, SageMaker, EKS, and EC2 GPU instances) and how enterprise customers build and deploy AI applications on AWS infrastructure
• Experience in data infrastructure, developer tools, or AI/ML platforms
• Comfort using AI to enhance your workflow, whether that's drafting partner-facing materials, analyzing co-sell performance data, or staying current on partner program changes at speed
• 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

What Will Make You Stand Out:

• Existing senior-level relationships at AWS that can accelerate early traction
• Experience with consumption-based or commit-based cloud commercial models, including marketplace-driven or second-party offering structures
• Background in the Python ecosystem, MLOps tooling, or AI workflow orchestration
• Experience building a partnerships function or playbook in a high-growth environment where the model was still being defined, and thriving in that ambiguity
• Experience integrating AI tools into a partnerships or GTM function, using them to build smarter playbooks, scale content, or surface account intelligence faster than traditional approaches allow
• 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
• Experience working in an open-source, AI, or data science-oriented company

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 08/29/2026; applicants will be reviewed on an ongoing basis until the role is filled.

The US base salary range for this role is $203,500-$290,000 +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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Anaconda is an EEO/AA employer M/F/V/D.