# Sr. Director, Global Channels & SIs

**Company:** [Anaconda](https://hotfix.jobs/companies/anaconda)
**Location:** Remote
**Role:** Business Development
**Salary:** $218k – $300k/yr
**Experience:** 7+ years
**Skills:** channel programs, Partner Management, systems integrators, CRM, AWS, Azure, GCP, Security, Open Source, ai ecosystem, Go-to-Market Strategy, Pipeline Management, DevOps
**Posted:** 2026-07-28

> Build and lead Anaconda's global channel and systems integrator program from scratch. Own partner relationships (Atos, CapGemini, WWT, etc.), drive co-sell pipeline and revenue with sales teams, build a partner manager team, and tie channels to cloud marketplaces across AWS/Azure/GCP. Requires 7+ years scaling channel programs with existing SI relationships.

## Job Description

## What You'll Do
- Stand up the channel program from scratch: design partner programs, outline rev-ops and systems support, create enablement content with Product Marketing, and connect the channel to cross-functional teams across Sales, Marketing, Finance, Product, and Leadership.
- Own relationships with named VARs and Systems Integrators: developing executive-level trust and driving partner sourced revenue outcomes.
- Engage regularly with partners across the US, EMEA, and APJ, jointly meeting customers with our AEs and SEs to shepherd AI projects through to closure.
- Account-map with regional sales leaders to identify co-sell opportunities, plug them into the field immediately, and build the channel into a flywheel that creates pipeline and co-selling opportunities aligned to our platform.
- Build and lead a new team of partner managers, enabling them on what we sell and how to sell it, and growing them into regional ownership while staying hands-on yourself.
- Manage partner pipeline in CRM, coordinate field escalations on both sides, and serve as the single point of accountability for partner-sourced revenue.
- Leverage recent acquisitions to open channel opportunities in security and agentic application-building, driving the launch of PoCs that convert to won opportunities.
- Tie the channel to co-selling and marketplace across AWS, Azure, and GCP: ensure our VARs and SIs leverage our platform running in the cloud.

Your impact will be measured through:
- Partner-sourced pipeline and closed revenue that materially changes the trajectory of the year.
- Channel programs and infrastructure in place (programs launched, rev-ops processes, operational needs, partner enablement) within the first 60 days.
- Number of qualified co-sell opportunities account-mapped with regional sales teams and progressing through the pipeline.
- Partner engagement velocity: executive relationships established, joint customer meetings held, and deals shepherded to closure across US, EMEA, and APJ.

## What You Need
- 7+ years building and scaling channel programs inside high-growth startups or scale-ups, with demonstrated success standing up programs from zero.
- Existing relationships with large channel partners and systems integrators, with immediate credibility to engage partner executives and drive joint pipeline.
- Hands-on experience driving partner-sourced revenue - not just managing programs from a distance.
- Solid working understanding of security, open-source business models, or the AI ecosystem, with the technical fluency to brief partners and enablement teams.
- Proficiency with CRM platforms and everyday AI tools to manage pipeline, create enablement content, and coordinate across distributed teams.
- Willingness and ability to travel frequently (US, EMEA, APJ) within weeks of starting, with a track record of building trust quickly in fast-moving environments.
- 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
- Current relationships with parts of the Channel across GEOs/regions.
- Channel experience in security or DevOps, or background in open source ecosystems.
- You've built channel programs in environments from scratch and know how to operate scrappy and test.
- 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.
- You've thrived in fast-paced, high-autonomy startup environments where you own end-to-end execution and escalate only what truly needs alignment.
- Experience working in an open-source, AI, or data science-oriented company.

## Compensation & Benefits
The US base salary range for this role is $218,000-$300,000 + commission + equity + benefits.

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

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