Sr. Director of Cloud Partnerships

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.
• Lead and develop a small team of 2-3 partnership professionals, with room to grow the function as ARR commitments are met.
• Help shape existing relationships with Microsoft Azure, Google Cloud, and emerging neocloud providers like Nebius and CoreWeave as bandwidth allows.

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.
• Embody values of Clarity, Care and Candor.
• 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.
• Embody values: "Curious by Default", "Build Together", "Own It", and "Lead with Guts and Heart", and behaviors: Clarity, Care and Candor.
• 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.

Compensation

The US base salary range for this role is $203,500-$290,000 + commission + equity + benefits.