The opportunity
As Partner Account Manager DACH you will help manage and execute the partnerships that accelerate Claude adoption, unlock new capabilities and drive outcomes for our joint customers across Germany, Austria and Switzerland. You will own a defined set of named partners end to end…
What you'll do
Run each partner as a structured pursuit: stakeholder map (country lead, AI/data practice lead, alliance lead, key account partners), joint account plan, agreed target accounts and a quarterly cadence.
For your assigned GSI country practices: activate the DACH teams against the global frameworks and translate them into concrete joint accounts. For your assigned regional SIs / boutiques: build the relationship from scratch (selection, onboarding into the Claude Partner Network, enablement, first joint deals).
Guide partners in building repeatable Claude offerings (Claude Code / agentic: engineering rollouts, agentic use cases, enterprise adoption programs) for the priority DACH industries: automotive and manufacturing, financial services and insurance, public sector, telco, pharma and chemicals.
Drive co-selling with the DACH AEs, Applied AI and Technical Success teams:: introduce partners into the right accounts, bring partner-sourced opportunities to sales, and make sure every partner-attached deal is tagged correctly in Salesforce.
Own and drive the KPIs for your portfolio: Partner delivered use-cases, partner-sourced pipeline, partner-influenced pipeline and revenue, consultants enabled and certified, partners progressing through CPN tiers, joint proposals submitted.
Establish clear success metrics with each partner and drive regular business reviews against targets
What they're looking for
- Report on partnership health, progress, and commercial outcomes with data-driven insights
- Every deal that runs through your partners must be set up for customer: success and expansion: agree success criteria for joint accounts, make sure the partner delivers implementation and adoption support, and feed what you learn back into our partner program and the DACH sales team.
- Represent Anthropic in the DACH partner ecosystem: partner events, joint customer events, and partner-led marketing in German.
- Adapt the global partner playbook to DACH buying behaviour (Mittelstand vs.: DAX/SMI enterprises, long procurement cycles, works councils, preference for local delivery partners) and decide deliberately what not to copy.
