Director, Data & AI/ML Partnerships

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. Learn more at https://www.anaconda.com.

Summary:

Anaconda is seeking a visionary leader to define and execute our global Data & AI/ML Platforms GTM strategy. In this high-impact role, you’ll own our partnerships with leading data and AI infrastructure companies— such as Databricks, Snowflake, Palantir, and other emerging platforms—to drive deep product integrations, field enablement, and joint go-to-market execution.

This is an opportunity to build something transformational: a scalable alliance program that positions Anaconda as a foundational component of modern data and agentic AI workflows. You’ll work cross-functionally across Product, Engineering, Sales, and Marketing to translate technical synergy into measurable business growth.

If you thrive at the intersection of open-source, AI innovation, and ecosystem strategy—and want to shape how enterprises build with Python, OSS Models, and AI at scale—this role is for you.
What You'll Do:

• Develop and execute Anaconda's Data & AI/ML Platforms strategy with clear revenue, adoption, and integration targets that translate technical synergy into measurable business outcomes
• Build executive sponsorship across partner organizations and lead partnership negotiations to establish quarterly business reviews, performance scorecards, and long-term strategic alignment
• Partner with Product and Engineering to define joint integration roadmaps that deepen Anaconda's presence across data, compute, and AI/ML stacks — from notebooks and vector databases to ML pipelines and governance tools
• Collaborate with partner engineering teams to launch high-value integrations that make building and deploying AI faster, safer, and more cost-effective while driving developer adoption
• Create and execute joint go-to-market initiatives with each platform, building co-sell motions, field enablement programs, and customer success alignment that accelerate revenue growth
• Enable partner field and solution engineering teams to confidently position Anaconda as the Python and AI enablement layer in their data platforms through comprehensive training and materials
• Launch joint campaigns, case studies, webinars, and thought leadership with partner marketing teams to demonstrate real customer value and amplify Anaconda's ecosystem presence
• Own Anaconda's presence at key industry events such as Data + AI Summit, Snowflake Summit, and Palantir AIPCon to build visibility and secure lighthouse customer wins

Your impact will be measured through:

• Growth in partner-influenced revenue, pipeline velocity, and partner-sourced deals across Data & AI/ML platform partnerships
• Expansion of product integrations and developer adoption metrics across key partner ecosystems
• Strength of executive relationships and partnership health as measured through quarterly business reviews and performance scorecards
• Success of co-sell motions, including win rates, field enablement effectiveness, and customer success stories

What You Need:

• 10+ years of experience in technical business development, ISV alliances, or data and AI partnerships with a proven track record of driving partner-led revenue growth
• Deep understanding of cloud, data, and AI/ML platform ecosystems, including experience with Databricks, Snowflake, Palantir, or similar technologies
• Demonstrated success driving product integration, adoption, and co-sell initiatives within platform ecosystems that result in measurable business outcomes
• Strong grasp of modern data and AI architectures, including data lakes, agentic applications, notebooks, LLMOps, vector stores, and MLOps workflows
• Executive presence and relationship-building skills with both technical and business stakeholders at partner organizations
• Experience with negotiation and contract management for complex partnership structures in collaboration with legal and finance teams
• Track record of cross-functional collaboration with product, engineering, and go-to-market teams to drive partnership outcomes
• Willingness to travel up to 30% for partner meetings, conferences, and industry events
• 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

What Will Make You Stand Out:

• Bachelor's degree in Computer Science, Engineering, or Business; Master's degree preferred
• Familiarity with Python ecosystem, AI/ML model deployment, and agentic applications in production environments
• Experience driving joint GTM strategies and co-sell enablement in open-source, AI/ML, or data science-oriented companies
• Knowledge of data governance, AI security, and model compliance frameworks relevant to enterprise AI deployments
• Experience building processes and programs during periods of rapid growth or organizational change

• 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.

The application deadline for this role is 02/08/2026; applicants will be reviewed on an ongoing basis until the role is filled.

The US base salary range for this role is $176,000-$254,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed in each job posting reflects the minimum and maximum target salaries for the position across all US locations.

Within the range, individual compensation is determined by various factors, including work location, job-related skills, experience, and relevant education or training. Your recruiter will provide more specific details on the salary range for your preferred location during the hiring process.

In addition to base salary, we offer a comprehensive benefits package that includes:

• Flexible Vacation Policy
• Medical, Dental, and Vision Insurance
• Short Term and Long Term Disability
• Paid Parental Leave
• Monthly Wellness Stipend
• Employee Assistance Program and Mental Health Resources

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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Anaconda is an EEO/AA employer M/F/V/D.