Sr. Partner Manager - EMEA
Build and scale channel and systems integrator partnerships across EMEA, generating partner-sourced pipeline and co-sell opportunities for an enterprise AI platform. The role requires 7+ years in partner sales, established European partner relationships, and experience creating channel programs and agreements.
About the job
Responsibilities
- Map and prioritize channel partners across the region, recommending 3–5 partners for deep investment based on business-case modeling.
- Connect cloud provider partners, including AWS, Azure, and Google Cloud, with strategic channel and systems integrators to generate partner-sourced proof-of-concepts and pipeline.
- Structure channel agreements and programs that motivate large partners to resell and generate demand.
- Maintain accurate pipeline data and weekly progress cadences in Salesforce and Clari.
- Connect partners with product teams for roadmap alignment and with Account Executive and SE/SA teams to drive deals through closure.
- Establish channel programs that create a quarterly funnel of qualified opportunities and customer feedback.
- Facilitate deal progression between Sales and Channel teams through regional pipeline calls.
- Build executive-to-executive relationships with partners and map them to stakeholders across Anaconda.
Performance Measures
- Partner-sourced and co-sell pipeline generation across the region.
- Proof-of-concept conversion to closed deals.
- Strength and depth of partner relationships.
- Quality and cleanliness of partner pipeline data in Salesforce and Clari.
- Quarterly production of qualified opportunities that convert to wins.
- Progression of channel relationships from transactional to strategic.
Requirements
- 7+ years of experience in channel or partner sales roles at software or ISV companies.
- Existing relationships with channel partners and systems integrators that can be activated across Europe.
- Experience structuring channel agreements and programs that drive partner revenue.
- Ability to build business cases using financial modeling.
- Proficiency with Salesforce and Clari, including maintaining accurate pipeline data.
- Track record of generating partner-sourced pipeline and closed business.
- Experience collaborating with field sales teams where Account Executives own deal closure.
- Comfort operating in ambiguous, build-it-yourself environments.
- Commitment to fostering an inclusive workplace.
Nice-to-Haves
- Deep channel and systems integrator relationships and experience driving business at an ISV or technology company.
- Technical fluency in AI, security, or DevOps platforms.
- Experience defining go-to-market motions in fast-paced startups.
- Background in open source, cloud, data science, or machine learning companies.
- Self-sufficiency, effective upward management, and the ability to bring recommendations to leadership.
- Ability to leverage professional networks and involve executives at appropriate stages.
Compensation and Benefits
- Comprehensive benefits package in addition to base salary.
- Flexible vacation policy.
- Medical, dental, and vision insurance.
- Income protection insurance.
- Paid parental leave.
- Monthly wellness stipend.
- Mental health resources.
- Fully remote setup and flexible hours.
Skills
Channel Sales, Partner Sales, Systems Integrators, AWS, Microsoft Azure, GCP, Salesforce, Clari, Financial Modeling, AI, Security, DevOps, Open Source, Machine Learning
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