Sr. EMEA Channels & SI Manager

Overview

Be at the center of AI

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

We're looking for a talented EU Channels & SI leader to join our Partnerships team. The Partnerships team at Anaconda drives growth by building strategic relationships with channel partners and system integrators across Europe. We translate Anaconda's deep open-source roots and AI platform capabilities into scaled partner success, expanding our reach to enterprises building the future with AI. We approach partnerships by taking time to understand business needs, building relationships grounded in mutual value, and owning the full partner lifecycle from recruitment through joint revenue delivery.

As part of the Partnerships team, this role will own channel and system integrator relationships across the EU and UKI territory. You'll recruit, enable, and scale partners who bring Anaconda's Enterprise AI platform to organizations transforming how they innovate with data and AI, working cross-functionally with sales, marketing, and technical teams to drive measurable partner-sourced revenue.

• Build and manage strategic channel and SI partnerships across EU by identifying partners aligned with enterprise AI needs and developing joint go-to-market strategies that drive measurable pipeline and revenue
• Recruit and onboard new partners in growth markets by assessing partner capabilities, defining success criteria, and creating enablement programs that accelerate time-to-revenue
• Serve as primary partner contact for relationship management, sales enablement, and deal support by providing technical and commercial guidance that helps partners position and close Anaconda solutions
• Execute joint business plans with top partners through quarterly business reviews, co-marketing initiatives, and opportunity management that expands partnership value and revenue contribution
• Collaborate with sales teams to identify partner opportunities and coordinate deal engagement by mapping accounts, facilitating introductions, and orchestrating resources that drive joint wins
• Develop scalable partnership processes and best practices by documenting playbooks, refining enablement materials, and sharing insights that improve program effectiveness across the organization
• Track and report on partnership metrics and activities by maintaining accurate pipeline data, analyzing performance trends, and providing visibility to leadership on progress against revenue and strategic goals
• Partner with internal teams including marketing, sales engineering, and professional services throughout the partner lifecycle to ensure coordinated support from onboarding through solution delivery

• Partner-sourced pipeline and revenue growth in EU territory
• New partner recruitment and time-to-first-deal metrics
• Partner engagement levels and deal registration activity
• Joint customer satisfaction and partnership health scores

• 10+ years experience in channel, partner, or alliance management roles with demonstrated success building revenue-generating partner relationships
• Track record of managing partner ecosystems including regional integrators, technology partners, or global system integrators with measurable business outcomes
• Experience in enterprise technology, AI/ML, data platforms, or Dev Sec Ops  with ability to understand technical positioning and partner enablement needs
• Proficiency with SaaS platforms and cloud ecosystems (AWS, Azure, GCP) relevant to enterprise AI deployment models
• Bachelor's degree or equivalent experience in business, technology, or related field
• Consistent achievement of quarterly partner revenue and pipeline goals with experience managing complex, multi-stakeholder sales cycles
• 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

• You embody our values:
  Curiosou 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
• You are an Owner/Builder/Operator - experience building partnerships across AI, cloud, data, or application security ecosystems with understanding of…