Alliances Director- AI Infrastructure

About Anaconda **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 https://www.anaconda.com.

Summary We’re looking for an Alliances Director- AI Infrastructure anchored by NVIDIA, our most important AI partner. You’ll build and run the relationship end to end, driving technical integration, joint go-to-market programs, and direct and influenced revenue across a portfolio that includes NVIDIA, NVIDIA OEMs, and other strategic AI infrastructure partners. This is a high-impact technical business development and alliance role where you’ll directly shape how Anaconda enables AI through the hardware ecosystem. You will be someone currently working with NVIDIA and trusted by them today - with relationships across their various product and partnership teams.

What You’ll Do

• Own the NVIDIA partnership and strategy, growing and maintaining relationship momentum and expanding joint AI initiatives
• Build and manage strategic alliances with other silicon and infrastructure OEM providers
• Design and execute technical integration programs that connect Anaconda’s AI platform with partner offerings - helping influence and set our Product Roadmap
• Stand up joint go-to-market programs that generate direct and influenced revenue across the partner portfolio and engage customers
• Serve as the primary business owner for each partnership, coordinating across Product, Engineering, Sales, and Marketing teams to deliver for customers
• Negotiate partnership agreements, business terms, OEM deals, and co-investment structures with partners
• Track and report on partnership health, pipeline contribution, and revenue impact to leadership

**Your Impact Will Be Measured Through**

• Relationship momentum and executive engagement across the silicon partner portfolio, measured through partner satisfaction and joint initiative velocity
• Direct and influenced revenue generated from silicon partnerships through co-selling, referrals, and joint solutions
• Successful launch and adoption of technical integrations and joint go-to-market programs with measurable customer impact
• Partner-sourced pipeline growth and conversion rates across the silicon ecosystem
• Special revenue scale deals structured with OEMs and silicon partners

What You Need

• Current engagement with NVIDIA, knowledge of their entire technology stack, and relationships across the company
• 10+ years building and managing strategic technology partnerships or alliances in enterprise software, AI infrastructure, or hardware ecosystems
• Proven track record driving direct and influenced revenue through partner relationships, including special business development or CorpDev deals
• Experience designing and executing technical integration programs and joint go-to-market initiatives with enterprise technology partners
• Demonstrated ability to manage multiple concurrent strategic partnerships
• Experience negotiating partnership agreements and managing complex stakeholder relationships across engineering, product, and sales organizations

What Will Make You Stand Out

• Experience managing partnerships with silicon or hardware ecosystem companies such as NVIDIA, Dell, and ARM
• Background in AI infrastructure and open source, with an understanding of how technical integration enables AI workflows
• Track record building alliance programs at high-growth, fast-paced startups or larger technology companies where you built and owned end to end
• 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

Why You’ll Like Working Here

• You’ll thrive in a high-performance environment …