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GSI Alliances Lead

San Francisco, CA

About Anthropic

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.

About the role

As a GSI Alliance Manager at Anthropic, you will be responsible for building, managing, and scaling strategic partnerships with Global System Integrators (GSIs) to accelerate the adoption of Anthropic's AI capabilities in enterprise markets. You will work at the intersection of cutting-edge AI technology and large-scale enterprise transformation, helping GSI partners integrate Claude into their solution portfolios and joint go-to-market strategies.

This role is critical to extending Anthropic's reach through the GSI ecosystem, enabling us to serve enterprise customers at scale while maintaining our commitment to responsible AI development. You will be a key driver in establishing Anthropic as a preferred AI partner within the GSI community, helping shape how safe and beneficial AI is deployed across global enterprises.

Responsibilities:

Strategic Relationship Management

  • Develop and execute comprehensive business plans with assigned GSI partners to drive mutual growth and revenue targets
  • Build and maintain executive-level relationships within GSI organizations across multiple practices and business units
  • Own the full GSI partnership lifecycle from initial engagement through long-term strategic alignment and expansion
  • Negotiate and structure partnership agreements, including technical integration terms, resale agreements, go-to-market strategies, and revenue-sharing models

Business Development & Revenue Generation

  • Collaborate with GSI partners to identify, qualify, and close enterprise opportunities using Anthropic's AI solutions
  • Drive joint sales activities including customer workshops, field events, co-marketing, proof-of-concepts, and strategic account planning
  • Support GSI field teams in positioning Claude as part of integrated enterprise solutions and digital transformation initiatives
  • Track pipeline development, forecast revenue, and report on partnership performance metrics and KPIs

Enablement & Solution Development

  • Work closely with GSI practices to develop joint solutions, industry-specific offerings, and intellectual property assets
  • Lead enablement programs including technical training, certification development, and sales methodology alignment
  • Coordinate with Anthropic's product, engineering, and Applied AI teams to ensure GSI requirements influence our roadmap
  • Facilitate knowledge transfer and best practice sharing between Anthropic and GSI technical teams

Go-to-Market Leadership

    • Design and execute joint marketing campaigns, thought leadership initiatives, and industry event participation
    • Develop customer success stories and case studies that demonstrate the value of Anthropic-GSI joint solutions
    • Partner with internal teams (sales, marketing, product marketing) to align Anthropic's GTM strategy with GSI capabilities
    • Represent Anthropic at GSI partner events, customer engagements, and industry conferences

You may be a good fit if you have:

  • 8+ years of experience in strategic alliances, partnership management, or business development with enterprise technology companies
  • Proven track record managing relationships with Global System Integrators (Accenture, Deloitte, IBM, Cognizant, TCS, etc.) and Consulting Firms (McKinsey & Company, Boston Consulting Group, and Bain & Company)
  • Experience working with Cloud partners to accelerate engagements with GSIs
  • Experience driving measurable revenue growth through indirect channels and partner ecosystems
  • Strong understanding of enterprise sales cycles, complex deal structures, and multi-stakeholder decision-making processes
  • Deep understanding of enterprise technology landscapes including cloud platforms, digital transformation, and emerging technologies
  • Familiarity with AI/ML technologies, particularly large language models and their enterprise applications
  • Exceptional executive presence and ability to influence senior stakeholders across complex organizations
  • Strong analytical skills with experience in business planning, financial modeling, and performance measurement
  • Excellent communication and presentation skills for both technical and business audiences

Strong candidates may also have:

  •  Proven ability to work independently in ambiguous environments while managing multiple complex relationships
  • Strategic thinker with the ability to translate vision into executable plans and measurable outcomes
  • Collaborative approach with ability to work effectively across internal teams and external partners
  • Results-oriented mindset with track record of meeting and exceeding revenue and partnership goals
  • Adaptability and resilience in fast-paced, evolving market conditions
  • Ability to work autonomously and in virtual teams
  • Willing and able to travel throughout the region

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The expected salary range for this position is:

Annual Salary:

$215,000 - $285,000 USD

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: 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.

Visa sponsorship: 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.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  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.

How we're different

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.

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 & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

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.

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