Sr. Director of Cloud Partnerships

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 growth
• Structure and negotiate commercial agreements such as SCAs and others that drive meaningful product growth for Anaconda
• Build 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 story
• Partner with Sales to convert co-sell pipeline into closed revenue, tracking partner-sourced and partner-influenced ARR weekly and owning delivery against those targets
• Translate AWS partner requirements and field signal into actionable input for Anaconda's Product and Engineering teams, influencing roadmap decisions that deepen our cloud integration
• Represent 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 infrastructure
• Use AI tools to synthesize partner plans, accelerate joint content creation, and model commercial scenarios, while owning the relationships, negotiations, and strategic decisions that drive outcomes

Qualifications

• 10+ years in cloud alliances, hyperscaler partnerships, or strategic business development at an ISV, SI, or cloud provider
• Demonstrated track record building or scaling an AWS co-sell or marketplace motion that delivered measurable ARR
• Deep working knowledge of AWS partner programs, marketplace mechanics, and field engagement models
• Technical 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 infrastructure
• Experience in data infrastructure, developer tools, or AI/ML platforms
• Comfort 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 speed

Benefits

• 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

Pay

The US base salary range for this role is $203,500-$290,000 + commission + equity + benefits.

Schedule

The role is Remote (Seattle, WA, US).

Company Information

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