Senior Director of Cloud Partnerships

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 role involves building the cloud business and alliances, focusing on AWS, and working closely with sales, product, engineering, and marketing teams to create joint go-to-market strategies. The candidate will lead and develop a small team of 2-3 partnership professionals and help shape existing and emerging cloud relationships.

Location: Remote (US)

Salary: $203,500-$290,000+ plus commission, equity, and benefits

Responsibilities

• 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 cloud integration
• Represent Anaconda's full platform story to AWS stakeholders, including how 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 relationships, negotiations, and strategic decisions that drive outcomes

Requirements

• 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 workflow, including drafting partner-facing materials, analyzing co-sell performance data, or staying current on partner program changes
• Embodies values of Clarity, Care, and Candor, and cares about fostering an inclusive environment

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

Additional Information

• Application deadline is 08/29/2026, with ongoing review until filled.
• US base salary range is $203,500-$290,000+ plus commission, equity, and benefits.
• Comprehensive benefits include flexible hours, remote work, and wellbeing support.