Global Partner Account Manager, Systems Integrators

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.</p></div><h2 class="font-claude-response-subheading text-text-100 mt-1 -mb-1.5">About the role</h2> <p class="font-claude-response-body whitespace-normal break-words">As a Global Partner Account Manager for Systems Integrators at Anthropic, you will drive revenue growth through our strategic SI partner ecosystem. This role is critical to scaling how we engage, enable, and grow alongside our SI partners who are bringing Claude to enterprise customers worldwide. You'll own the commercial relationship with key partners, develop joint go-to-market strategies, and build the operational frameworks that transform our emerging partner program into a world-class revenue engine.</p> <p class="font-claude-response-body whitespace-normal break-words">You will work at the intersection of sales strategy and partner operations—driving pipeline development and deal execution while also building the processes, enablement programs, and measurement systems that support long-term partner success. This role reports to our partnerships leadership and works closely with sales, product, and customer success teams to ensure our SI partners are equipped to win and deliver transformative AI solutions for their clients.</p> <h2 class="font-claude-response-subheading text-text-100 mt-1 -mb-1.5">Responsibilities:</h2> <p class="font-claude-response-body whitespace-normal break-words"><strong>Partner Sales Strategy and Execution</strong></p> <ul class="[&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc space-y-2.5 pl-7"> <li class="whitespace-normal break-words">Own revenue targets and commercial relationships with assigned SI partners, including global consulting firms and regional integrators</li> <li class="whitespace-normal break-words">Develop and execute joint go-to-market strategies that drive partner-sourced and partner-influenced pipeline</li> <li class="whitespace-normal break-words">Lead partner business planning, including setting mutual goals, identifying target accounts, and defining success metrics</li> <li class="whitespace-normal break-words">Work directly with partner sales teams to identify opportunities, support deal progression, and close business</li> </ul> <p class="font-claude-response-body whitespace-normal break-words"><strong>Partner Program Design and Management</strong></p> <ul class="[&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc space-y-2.5 pl-7"> <li class="whitespace-normal break-words">Design and implement a tiered partner program structure with clear criteria, benefits, and requirements that incentivize partner investment and performance</li> <li class="whitespace-normal break-words">Develop comprehensive partner lifecycle management processes covering recruitment, onboarding, enablement, growth, and optimization</li> <li class="whitespace-normal break-words">Create scalable frameworks for partner engagement that maintain quality as we expand our partner ecosystem globally</li> <li class="whitespace-normal break-words">Establish program governance, including partner agreements, engagement models, and escalation paths</li> </ul> <p class="font-claude-response-body whitespace-normal break-words"><strong>Enablement and Partner Success</strong></p> <ul class="[&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc space-y-2.5 pl-7"> <li class="whitespace-normal break-words">Build and manage partner enablement programs including training curricula, certification pathways, and technical resources</li> <li class="whitespace-normal break-words">Develop enablement materials that help partners understand Claude's capabilities, competitive differentiation, and enterprise applications</li> <li class="whitespace-normal break-words">Create resources that enable partners to design, build, and deliver production-grade AI solutions for their clients</li> <li class="whitespace-normal break-words">Partner with internal teams to ensure partners have access to the technical support and product knowledge they need to win</li> </ul> <p class="font-claude-response-body whitespace-normal break-words"><strong>Operational Excellence</strong></p> <ul class="[&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc space-y-2.5 pl-7"> <li class="whitespace-normal break-words">Implement systems, tools, and processes that ensure accurate tracking of partner-sourced and partner-influenced revenue</li> <li class="whitespace-normal break-words">Develop and maintain partner performance dashboards and reporting mechanisms</li> <li class="whitespace-normal break-words">Create and document standard operating procedures for all partner program activities</li> <li class="whitespace-normal break-words">Manage partner data integrity and ensure consistent measurement across the global partner portfolio</li> </ul> <p class="font-claude-response-body whitespace-normal break-words"><strong>Performance Measurement and Optimization</strong></p> <ul class="[&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc space-y-2.5 pl-7"> <li class="whitespace-normal break-words">Define and track KPIs for individual partner performance and overall program health</li> <li class="whitespace-normal break-words">Build frameworks for assessing partner contribution, engagement, and growth potential</li> <li class="whitespace-normal break-words">Develop approaches for measuring and demonstrating ROI of partner program investments</li> <li class="whitespace-normal break-words">Identify opportunities for program improvement and implement optimization initiatives</li> </ul> <h3 class="font-claude-response-subheading text-text-100 mt-1 -mb-1.5">You may be a good fit if you have</h3> <ul class="[&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc space-y-2.5 pl-7"> <li class="whitespace-normal break-words">7+ years of experience in partner sales, channel sales, or partner management at a technology company</li> <li class="whitespace-normal break-words">Demonstrated success driving revenue through partner channels, with a track record of meeting or exceeding sales targets</li> <li class="whitespace-normal break-words">Experience working with Systems Integrators, global consulting firms, or similar enterprise-focused partners</li> <li class="whitespace-normal break-words">Strong commercial acumen with the ability to structure deals, negotiate agreements, and drive complex sales cycles</li> <li class="whitespace-normal break-words">Experience building or scaling partner programs, including designing tier structures, enablement programs, and operational processes</li> <li class="whitespace-normal break-words">Excellent analytical skills with experience defining KPIs, building dashboards, and using data to drive program decisions</li> <li class="whitespace-normal break-words">Outstanding communication and relationship-building skills at all levels, from partner practitioners to C-suite executives</li> <li class="whitespace-normal break-words">Experience with CRM systems and partner relationship management tools</li> <li class="whitespace-normal break-words">Comfort with ambiguity and the ability to create structure in emerging programs</li> <li class="whitespace-normal break-words">Willingness to travel globally to support partner relationships and joint customer engagements</li> </ul> <h2 class="font-claude-response-subheading text-text-100 mt-1 -mb-1.5">Strong candidates may also have:</h2> <ul class="[&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc space-y-2.5 pl-7"> <li class="whitespace-normal break-words">Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical</li> <li class="whitespace-normal break-words">Background working at or with major Systems Integrators or global consulting firms</li> <li class="whitespace-normal break-words">Experience managing partner relationships across multiple geographies and cultures</li> <li class="whitespace-normal break-words">Understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals</li> <li class="whitespace-normal break-words">Track record of building programs that scaled from early stage to mature operations</li> <li class="whitespace-normal break-words">Passion for AI and understanding of how enterprises are adopting AI technologies</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>The annual compensation range for this role is listed below.&nbsp;</p> <p>For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.</p></div><div class="title">Annual Salary:</div><div class="pay-range"><span>$300,000</span><span class="divider">&mdash;</span><span>$355,000 USD</span></div></div></div><div class="content-conclusion"><h2><strong>Logistics</strong></h2> <p><strong>Education requirements: </strong>We require at least a Bachelor's degree in a related field or equivalent experience.<strong><br><br>Location-based hybrid policy:</strong> Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.</p> <p><strong data-stringify-type="bold">Visa sponsorship:</strong>&nbsp;We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.</p> <p><strong>We encourage you to apply even if you do not believe you meet every single qualification.</strong> Not all strong candidates will meet every single qualification as listed.&nbsp; Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.<br><br><strong data-stringify-type="bold">Your safety matters to us.</strong> To protect yourself from potential scams, remember that Anthropic recruiters only contact you from&nbsp;@anthropic.com&nbsp;email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit&nbsp;<u data-stringify-type="underline"><a class="c-link c-link--underline" href="http://anthropic.com/careers" target="_blank" data-stringify-link="http://anthropic.com/careers" data-sk="tooltip_parent" data-remove-tab-index="true">anthropic.com/careers</a></u>&nbsp;directly for confirmed position openings.</p> <h2><strong>How we're different</strong></h2> <p>We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.</p> <p>The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI &amp; Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.</p> <h2><strong>Come work with us!</strong></h2> <p>Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. <strong data-stringify-type="bold">Guidance on Candidates' AI Usage:</strong>&nbsp;Learn about&nbsp;<a class="c-link" href="https://www.anthropic.com/candidate-ai-guidance" target="_blank" data-stringify-link="https://www.anthropic.com/candidate-ai-guidance" data-sk="tooltip_parent">our policy</a>&nbsp;for using AI in our application process</p></div>