Sr. Director of Cloud Partnerships

About AnacondaBe at the center of AIAnaconda is built to advance AI with open source at scale, giving builders and organizations the confidence to increase productivity, and save time, spend and risk associated with open source. 95% of the Fortune 500 including Panasonic, AmTrust, Booz Allen Hamilton and over 50 million users rely on the value The Anaconda AI Platform delivers through a centralized approach to sourcing, securing, building, and deploying AI. With 21 billion downloads and growing, Anaconda has established itself as the gold standard for Python, data science, and AI and the enterprise-ready solution of choice for AI innovation. Anaconda is backed by world-class investors including Insight Partners. Learn more at https://www.anaconda.com.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 growthStructure and negotiate commercial agreements such as SCAs and others that drive meaningful product growth for AnacondaBuild 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 storyPartner with Sales to convert co-sell pipeline into closed revenue, tracking partner-sourced and partner-influenced ARR weekly and owning delivery against those targetsTranslate AWS partner requirements and field signal into actionable input for Anaconda's Product and Engineering teams, influencing roadmap decisions that deepen our cloud integrationRepresent 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 infrastructureUse AI tools to synthesize partner plans, accelerate joint content creation, and model commercial scenarios, while owning the relationships, negotiations, and strategic decisions that drive outcomesWhat You Need:10+ years in cloud alliances, hyperscaler partnerships, or strategic business development at an ISV, SI, or cloud providerDemonstrated track record building or scaling an AWS co-sell or marketplace motion that delivered measurable ARRDeep working knowledge of AWS partner programs, marketplace mechanics, and field engagement modelsTechnical 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 infrastructureExperience in data infrastructure, developer tools, or AI/ML platformsComfort 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 speedYou embody our values of Clarity, Care and CandorYou care deeply about fostering an environment where people of all backgrounds and experiences can flourishWhat Will Make You Stand Out:Existing senior-level relationships at AWS that can accelerate early tractionExperience with consumption-based or commit-based cloud commercial models, including marketplace-driven or second-party offering structuresBackground in the Python ecosystem, MLOps tooling, or AI workflow orchestrationExperience building a partnerships function or playbook in a high-growth environment where the model was still being defined, and thriving in that ambiguityExperience 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 allowYou embody our values: "Curious by Default", "Build Together", "Own It", and "Lead with Guts and Heart", and our behaviors: Clarity, Care and CandorYou care deeply about fostering an environment where people o