The opportunity
Anthropic is building a global reseller program so that enterprises can buy Claude through the partners they already work with. As Reseller Partner Manager for our largest global systems integrators, you will own Anthropic's resell relationships for these strategic partners that operate in every region we sell in.
What you'll do
Own Anthropic's resell relationship with each of our largest global systems: integrators, acting as their primary point of contact and building executive relationships with their global alliance leadership and their regional and practice leaders
Close the reseller paper chain with each partner, including the reseller: agreement and the Bedrock and marketplace resale terms, working with the central program team and Legal
Agree on a joint business plan with each partner covering target regions,: practices, pipeline commitments, enablement and marketing, and run regular business reviews against it
Own deal registration and pipeline discipline with each partner across all: regions, making sure registrations are submitted and validated, conflicts are cleared, and named end customer reporting is complete on every deal
Forecast and report partner sourced registered pipeline and resale: consumption against the target for this cohort, and own that number with the central program team
Coordinate each partner across the regions and country account teams it: operates in, aligning the partner's global alliance leadership with its in country practices and our AEs, and managing direct versus partner conflict as deals arise
What they're looking for
- Experience with cloud marketplace resale, including private offers on AWS: Marketplace, Google Cloud Marketplace or Azure Marketplace
- Experience on the systems integrator side of a vendor relationship, as well as the vendor side
- Experience bringing an existing, informal partner motion into a structured: program, or joining a partner program at or before launch
- Familiarity with how the largest global systems integrators are building and selling AI practices
- Experience managing direct versus partner conflict across multiple regions and sales teams
