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Partner Development Manager

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

Reporting to the Head of Alliances, the Partner Development Manager will play a critical role in identifying, recruiting, supporting and nurturing the next generation of Anthropics SI (Systems Integrator) Partners to drive growth and support our customers. This role will support a portfolio of assigned Partners to prepare and grow them into top Partners by creating scalable support programs, reporting, training and enablement, relationship building, sales alignment and partner feedback loops. 

Responsibilities:

  • Partner Program Maturity: Work with cross-functional teams to improve our know-how across salesforce, partner-attribution, performance reports, opportunity tracking, deal registration workflows,  channel health, partner productivity, and program ROI
  • Partner Program Structure: Design and implement operational frameworks for partner program tiers, benefits administration, performance tracking, and program evolution 
  • Support Partner enablement: Collaborate with Anthropics enablement team to implement partner activation plans - sales trainings, delivery certifications, and sales and presales accreditations
  • Pipeline Visibility: Create and maintain partner pipeline tracking systems, opportunity management processes, and forecasting methodologies that integrate seamlessly with direct sales operations
  • Deal Registration Support: Support deal registration workflows, approval processes, conflict resolution systems, and automated routing to ensure protected partner opportunities and streamlined deal management
  • Partner Onboarding: Design and improve partner onboarding experiences including documentation, training materials, system access provisioning, and milestone tracking
  • Data Analysis: Conduct regular reviews of partner performance data to identify trends, opportunities for improvement, and recommendations for program enhancement
  • Longtail Partner Management: Oversee end-to-end partner lifecycle processes including recruitment workflows, profile management, tier progression tracking, performance reviews, and off-boarding procedures
  • Cross-functional Collaboration: Work closely with channel managers, enablement, marketing, legal, finance, and product teams to ensure operational alignment and support for partner initiatives
  • Co-lead joint marketing strategy: Allocate funding, demand generation, and co-sponsored events to accelerate pipeline growth
  • Partner Satisfaction: Represent both the voice of Partners to Anthropic and the voice of Anthropic to our Partners by owning programs that ensure key partners offerings and value is well understood
  • Partner support and communication excellence: Own partner follow-ups, newsletters, CRM documentation, CSAT, Sales Feedback and tracking of progress 

You may be a good fit if you have:

  • 5+ years of experience in Channel Management, Partner Development, partner operations, or related operational roles in AI, enterprise software or technology companies
  • Minimum of 3+ years experience owning and developing relationships with Systems Integrators in the AMER region
  • Proven track record of building successful partnerships and managing full partnership lifecycle from negotiating partnership terms, onboarding, launching and driving co-sell activities
  • Strong expertise with Salesforce administration and customization, including experience with Partner Relationship Management (PRM) systems
  • Demonstrated experience building and directing partner program operations, including certification programs and partner onboarding processes
  • Experience in data analysis tools and reporting platforms (Hex or similar)
  • Experience with marketing automation platforms and integration between sales and marketing systems
  • Strong project management abilities with experience influencing cross-functional operational initiatives
  • Analytical mindset with ability to derive actionable insights from complex datasets
  • Experience with deal registration systems, partner relationship management (PRM) platforms, and commission management tools
  • Understanding of channel conflict resolution, territory management, and partner tier structures
  • Experience with partner program design, including tier structures, benefits administration, and performance metrics
  • Knowledge of partner marketing co-op programs, MDF (Market Development Fund) management, and joint go-to-market strategies
  • Experience with API integrations and workflow automation tools (Zapier, MuleSoft, etc.) preferred

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

The expected salary range for this position is:

Annual Salary:

$160,000 - $215,000 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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