Director, Partnerships - AWS Alliances

Anaconda 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.

Here is why people love most about working here:
We’re not just a company, we’re part of a movement. Our dedicated employees and user community are democratizing data science and creating and promoting open-source technologies for a better world, and our commercial offerings make it possible for enterprise users to leverage the most innovative output from open source in a secure, governed way.

Anaconda is seeking a Director to build and lead our Amazon Web Services (AWS) alliance globally—one of the most strategic partnerships in our AI and data platform ecosystem. This high-impact role sits at the intersection of AI product innovation, revenue growth, and market expansion, combining strategic partnership development with hands‑on execution to establish Anaconda as the preferred AI/ML platform for AWS customers building next‑generation agentic AI applications, generative AI solutions, and intelligent systems.

You’ll own the AWS relationship end‑to‑end: shaping joint AI product roadmaps, enabling AWS field teams at scale, orchestrating co‑sell motions for AI workloads, and building a sustainable growth engine that drives measurable business outcomes for both organizations. This role requires an entrepreneurial mindset, exceptional business acumen, deep cloud and AI ecosystem expertise, and the ability to influence and align cross‑functional teams across Product, Engineering, Sales, and Marketing.

If you’re a strategic thinker who thrives in ambiguity, builds relationships that matter, and knows how to turn AI partnership potential into revenue reality—this is your opportunity to build something transformational in the enterprise AI space.

• Drive AWS Partner Strategy and Business Plan for AI/ML growth with revenue targets and success metrics, maintaining executive sponsorship across AWS leadership
• Partner with Anaconda Product & Engineering to develop joint AI/ML roadmaps with AWS AI/ML teams (Sage Maker, Bedrock, GenAI), drive integrations across AI, Data, Compute, and Silicon that drive customer value
• Enable AWS field teams through compelling reference architectures, industry playbooks, and joint value propositions that help AWS sellers close enterprise deals with Anaconda
• Own Anaconda's presence at AWS flagship events (re:
  
  Invent, Summits) and drive joint marketing campaigns that build market momentum
• Secure lighthouse AI customer wins and compelling reference stories that validate the AI partnership and fuel further adoption

• Revenue driven through AWS co‑sell motions and marketplace transactions
• New customer acquisition resulting from our partner product roadmap
• Partner tier advancement and unlocked program benefits

• 10+ years in technical partnerships, cloud ISV alliances, or business development with demonstrated revenue impact
• 5+ years working with AWS partner, product, or sales teams, with established AWS network
• Deep knowledge of AWS AI services (Sage Maker, Bedrock), compute services (EKS, EMR, EC2), and AWS silicon capabilities
• Proven ability to build cloud partnerships from the ground up, driving cross‑functional alignment and measurable business outcomes
• Strong executive presence with ability to influence across Product, Engineering, Sales, and Marketing
• Proficiency with AWS Marketplace, ISV co‑sell programs, and partner competency requirements
• Embody our values: "Curious by Default", "Build Together", "Own It", and "Lead with Guts and Heart"
• Located in…