What You'll Do
- Map and prioritize channel partners across your region, recommending a focused set of 3-5 partners where we invest deeply based on business case modeling.
- Connect the Channel to our cloud provider partners, including AWS, Azure, Google Cloud, and their ecosystem of strategic channel/systems integrators to generate partner-sourced proof of concepts and pipeline.
- Structure channel agreements and programs that compel large partners to resell and generate demand for our platform.
- Establish clean pipeline hygiene in Salesforce and Clari, maintaining a weekly progress and cadence to track partner-sourced opportunities.
- Connect partners directly with our product team for roadmap alignment and with field Account Executives and SE/SA teams to drive deals through to closure.
- Stand up channel programs with partners, creating a quarterly flywheel that feeds the funnel with qualified opportunities and customer feedback.
- Serve as connective tissue between our Sales team and the Channel, joining regional pipeline calls and facilitating deal progression.
- Build executive-to-executive relationships with Partners and mapping Executive Relationships to stakeholders across Anaconda.
Your impact will be measured through:
- Partner-sourced and co-sell pipeline generation across your region.
- Proof of concept conversion to closed deals.
- How you build and manage your business and the depth of relationships at partners.
- Quality and cleanliness of partner pipeline data in Salesforce and Clari.
- Quarterly flywheel producing qualified opportunities that convert to wins.
- Movement of channel relationships from transactional to strategic depth.
What You Need
- 7+ years in channel or partner sales roles at software or ISV companies.
- Existing relationships with channel partners and systems integrators you can activate immediately in North America.
- Proven experience structuring channel agreements and programs that drive partner revenue.
- Demonstrated ability to build business cases using financial modeling (investment in, revenue out).
- Proficiency with Salesforce and Clari, including maintaining accurate pipeline data.
- Track record generating partner-sourced pipeline and closed business.
- Experience collaborating with field sales teams where AEs own deal closure.
- Comfort operating in ambiguous, build-it-yourself environments without established playbooks.
- 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
- You've built and have deep channel and SI relationships and driven business at an ISV or technology company.
- You bring technical fluency in AI, Security, or DevOps platforms that helps you speak credibly with partners.
- You've worked in fast-paced startups where you defined the motion rather than inheriting it.
- You have a background in open-source, cloud, or data science/ML companies and understand how developers use those tools.
- You're self-sufficient and manage up effectively, bringing recommendations rather than questions to leadership.
- You know how to use your network to get your company in front of the right people, including plugging in executives at the right moments.
- 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.
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.
Compensation
The US base salary range for this role is $122,500-$170,000 + commission + equity + benefits.
AnacondaUnited States
