The opportunity
As a Partner Alliance Manager at Anthropic, you'll own a portfolio of named systems integrator partners — regional SIs, AI-specialist consultancies, digital-native boutiques, and mid-market global firms — and drive measurable revenue impact through them.
What you'll do
Portfolio Management at Scale: Own the end-to-end relationship for ~4 named SIs across sell-to / sell-with / sell-through. Run a single operating rhythm (weekly pipeline sync, monthly business review, quarterly plan refresh) applied consistently across all partners. Maintain a portfolio health scorecard and reallocate time monthly based on leading indicators.
Pipeline Build & Close: Personally drive pipeline generation with each partner — joint account targeting, AE mapping, deal registration — and stay on the top 2–3 opportunities per partner through to close. Carry an aggregate portfolio target for partner-sourced pipeline and influenced ARR.
Partner Activation — Take partners from signed → producing in Enablement &: Practice Development — Drive partner consumption of existing certification, Claude Code Labs, and solution-starter assets. Help each partner stand up a credible Claude practice — named practice lead, certified bench (target 50–150 practitioners in 6 months), 1–2 repeatable offerings, and first customer reference.
Stakeholder Management: Many of these firms are founder-led or run by strong, opinionated principals. Build trust with senior partner leadership, hold the line on program standards and AE/SA bandwidth, and navigate big personalities without letting the loudest partner consume disproportionate investment.
Spot the Rising Stars: Continuously assess each partner against graduation signals (sourced pipeline, win rate, practice depth, executive commitment). Recommend promote / hold / exit decisions quarterly and build the case for increased investment in breakout performers.
Experience in partner or alliance management, channel sales, or: partner-facing business development at a technology company
What they're looking for
- + years in partner or alliance management, channel sales, or partner-facing business development
- Experience at a high-growth AI or cloud infrastructure company
- Track record of identifying breakout partners and individuals early, and: accelerating investment in them before the signal is obvious
- Comfort navigating demanding senior stakeholders, setting limits on: low-signal partners, and communicating those decisions clearly to internal teams
- Familiarity with the Claude ecosystem, LLM API integrations, or enterprise AI deployment
