Senior Director of Global Channels & System Integrators, Anaconda

• 7+ years building and scaling channel programs inside high-growth startups or scale-ups, with demonstrated success standing up programs from zero
• Existing relationships with large channel partners and systems integrators, with immediate credibility to engage partner executives and drive joint pipeline
• Hands-on experience driving partner-sourced revenue - not just managing programs from a distance
• Solid working understanding of security, open-source business models, or the AI ecosystem, with the technical fluency to brief partners and enablement teams
• Proficiency with CRM platforms and everyday AI tools to manage pipeline, create enablement content, and coordinate across distributed teams
• Willingness and ability to travel frequently (US, EMEA, APJ) within weeks of starting, with a track record of building trust quickly in fast-moving environments
• You embody our values of Clarity, Care and Candor
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish

Desirable

• We're building a channel and systems integrator motion from the ground up to help customers build, orchestrate, and secure their AI-native applications across cloud, on-premise, and air-gapped platforms
• Today, a large percentage of our revenue runs through partners, with limited programs, enablement, and co-selling
• You'll stand up the function, manage the global team, and own relationships with channel partners and SIs like Atos, CapGemini, WWT, Softcat, Software One, and Presidio
• We will measure results based on converting partner engagement into a pipeline that materially moves the business
• This is a hands-on, player-coach role: driving the business, setting the strategy, executing the GTM with our sales teams and partners globally, and fully enabling the Channel
• We are looking for a rock-star “Channel Chief” who wants to build and execute quickly
• Stand up the channel program from scratch - design partner programs, outline rev-ops and systems support, create enablement content with Product Marketing, and connect the channel to cross-functional teams across Sales, Marketing, Finance, Product, and Leadership
• Own relationships with named VARs and Systems Integrators - developing executive-level trust and driving partner sourced revenue outcomes
• Engage regularly with partners across the US, EMEA, and APJ, jointly meeting customers with our AEs and SEs to shepherd AI projects through to closure
• Account-map with regional sales leaders to identify co-sell opportunities, plug them into the field immediately, and build the channel into a flywheel that creates pipeline and co-selling opportunities aligned to our platform
• Build and lead a new team of partner managers, enabling them on what we sell and how to sell it, and growing them into regional ownership while staying hands-on yourself
• Manage partner pipeline in CRM, coordinate field escalations on both sides, and serve as the single point of accountability for partner-sourced revenue
• Leverage recent acquisitions to open channel opportunities in security and agentic application-building, driving the launch of PoCs that convert to won opportunities
• Tie the channel to co-selling and marketplace across AWS, Azure, and GCP - ensure out VARs and SIs leverage our platform running in the cloud
• Your impact will be measured through:
• Partner-sourced pipeline and closed revenue that materially changes the trajectory of the year
• Channel programs and infrastructure in place - programs launched, rev-ops processes, operational needs, partner enablement required - within the first 60 days of joining have a view and recommended changes to implement
• Number of qualified co-sell opportunities account-mapped with regional sales teams and progressing through the pipeline
• Partner engagement velocity: executive relationships established, joint customer meetings held, and deals shepherded to closure across US, EMEA, and APJ
• 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 08/29/2026; applicants will be reviewed on an ongoing basis until the role is filled