The opportunity
Anthropic's services partner ecosystem is a critical channel for bringing Claude to enterprise customers worldwide. This ecosystem spans the full spectrum of services firms — from global system integrators and the world's largest consultancies, to specialist and regional SIs, to…
What you'll do
Lead, coach, and develop a team of Partner Account Managers covering: Anthropic's services partners, from global SIs and consultancies through to AI-native boutique partners
Set clear expectations, goals, and operating standards; hold the team: accountable to partner revenue, pipeline, and program outcomes
Hire and retain exceptional talent; build a team culture grounded in rigor,: partnership, and care for Anthropic's mission
Develop and execute commercial strategies for the partner ecosystem in: partnership with Sales — defining joint account plans, co-sell priorities by segment and industry, and pipeline and revenue targets that both organizations own
Develop new ways of going to market, while also managing the tri-party motion: with our cloud service partners and tech company partnerships
Build the rules of engagement between PAMs and account teams: how partners are brought into deals, how sourced and influenced pipeline is attributed and forecast, and how conflicts are resolved
What they're looking for
- A track record of building and scaling a commercially focused partnerships: organization, from early stage to mature operations — defining the strategy, hiring the team, establishing the operating cadence, and delivering measurable revenue outcomes
- Experience running multi-party go-to-market motions with cloud service: providers and technology partners, and a clear view on how to keep those motions aligned when incentives diverge
- Familiarity with hyperscaler co-sell programs and marketplace-led: transactions, and experience launching a new partner route to market from concept to repeatable motion
- Experience building or scaling partner programs: tier structures, enablement, playbooks, and operating cadences — in a fast-growing environment
- Experience managing a portfolio that spans both a small number of top-tier: strategic accounts and a broad base of smaller partners, and a view on how to drive leverage across both
- Direct experience working with or at global SIs or consultancies, and/or with: specialist, regional, or AI-native boutique services firms
- Experience in AI, cloud platforms, or other high-growth technology categories: where partner enablement and technical differentiation are critical
- Experience managing partner teams across multiple geographies and cultures
