The opportunity
We're seeking a senior business development leader to own Anthropic's BD partnership footprint with a small number of the world's largest and most consequential technology companies. These are not single-threaded accounts.
What you'll do
Manage a small number of large, multi-faceted partner relationships end to: end: set the strategy for each relationship, decide which opportunities to pursue and in what order, and stay accountable for the overall health and commercial output of the partnership across every surface it touches
Lead product partnerships: identify and structure opportunities to embed Claude in partners' consumer and enterprise products, co-develop new products and features, and define the product, technical, data, and brand terms that come with them, working closely with Anthropic's product and engineering leaders
Run multiple deal streams in parallel: manage several concurrent negotiations within the same partner — product integrations, distribution and go-to-market, commercial and consumption agreements, and infrastructure — and sequence and connect them so terms in one stream reinforce rather than undercut the others
Negotiate complex, first-of-kind agreements: lead end-to-end negotiations involving novel commercial structures, revenue and economics sharing, product and roadmap commitments, exclusivity and competitive provisions, data terms, and multi-year, multi-component value exchanges
Act as an executive counterpart: build and manage relationships with senior executives and their teams on the partner side, serve as Anthropic's primary voice into the partnership, and prepare and steer Anthropic's own executives through partner-level engagements
Exercise judgment on behalf of Anthropic: weigh commercial upside against strategic, competitive, product, and mission considerations; know when to say no; and make clear, well-reasoned recommendations to Anthropic leadership on trade-offs that don't have a playbook
What they're looking for
- + years in strategic business development, strategic partnerships, or: corporate development at technology companies, with meaningful time spent managing relationships with very large technology partners
- Experience on either side of a partnership between a foundation model or AI: platform provider and a large technology company
- Experience working inside one of the very large technology companies, with a: practical understanding of how decisions get made, who holds budget and roadmap authority, and how to navigate them
- Experience with partnerships that span both consumer and enterprise: businesses, or that combine product, distribution, and infrastructure components in a single relationship
- Understanding of foundation model capabilities and how they translate into: partner products, with enough technical fluency to work credibly with product and engineering leaders on both sides
- Background in corporate development, strategy, or a legal or finance: discipline involving structuring and papering unusually complex agreements
