Head of Southern Europe Partnerships

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

This is a critical leadership role responsible for building and scaling Anthropic's GSI and consulting partner ecosystem across Southern Europe. You will own the strategic partnerships with firms like Capgemini, Accenture, Deloitte, and regional players across Spain, France, Italy, Portugal, and Greece.

This is a builder role, not a manager role. Given Anthropic's stage, we need someone who has proven they can take GSI partnerships from zero to scaled revenue engines — someone who has built these relationships from the ground up, not just inherited and managed existing ones.

You will treat each GSI as a structured sales pursuit with detailed stakeholder mapping, account plans, and targeted engagement strategies. You understand that there are two critical personas that drive partner success: the consultants who recommend tools on client projects, and the Key Account Directors (KADs) who control client access. You know how to engage both.

The successful candidate will bring deep existing relationships at VP+ level within target GSIs, understand how to drive meaningful KPIs (pipeline, revenue, consultants trained, KADs engaged, joint proposals), and obsess about competitive differentiation in every market.

Responsibilities:

GSI Partnership Development & Execution

• Build and scale strategic partnerships with Global and Regional Systems Integrators across Southern Europe (Capgemini, Accenture, Deloitte, and regional SIs)
• Treat each GSI as a structured sales pursuit — develop detailed account plans, stakeholder maps, and engagement strategies
• Drive dual-track engagement: activate consultants who influence tool selection on projects AND Key Account Directors who control client access
• Support the initiation and development of $100M+ strategic 'Sell To' relationships with GSI partners
• Establish Anthropic as the AI platform of choice within GSI practices across Southern Europe markets

Performance & KPI Ownership

• Own and drive key performance indicators: partner-sourced pipeline, partner-influenced revenue, consultants trained and certified, KADs actively engaged, joint proposals submitted
• Build tracking and accountability mechanisms for all partnership activities and outcomes
• Establish clear success metrics with each GSI and drive regular business reviews against targets
• Create pipeline visibility and forecasting discipline for partner-sourced opportunities
• Report on partnership health, progress, and commercial outcomes with data-driven insights

Market Development & Brand Building

• Amplify the Anthropic brand across Southern Europe through strategic partner relationships
• Develop and execute market-specific GTM strategies adapted to local business practices and cultural nuances
• Navigate regional regulatory, compliance, and data sovereignty considerations
• Create competitive differentiation through unique partner capabilities and joint value propositions
• Build Anthropic's reputation as the partner of choice in Southern Europe markets

Enablement & Scaling

• Design and execute comprehensive enablement programmes for GSI consultants — training, certification, hero use cases
• Develop region-specific content, case studies, and sales plays tailored to Southern Europe markets
• Scale partner capabilities to drive pipeline acceleration and deal velocity
• Work hand-in-hand with Anthropic's GTM, Cloud Sales Partnerships, and International Partnerships teams
• Build repeatable playbooks for partner-led GTM motions across different market contexts

You may be a good fit if you have:

• Proven track record of building and scaling GSI partnerships in Southern Europe from the ground up — not just managing existing relationships. We need a builder given Anthropic's stage
• Deep existing relationships at VP+ level within target GSIs (Capgemini, Accenture, Deloitte, and regional players) across Southern Europe markets
• Experience driving and owning KPIs: partner-sourced pipeline and revenue, consultants trained and certified, Key Account Directors engaged, joint proposals submitted, partnership health metrics
• Demonstrated ability to treat each GSI as a structured sales pursuit with detailed stakeholder mapping, account plans, and targeted engagement strategies for the personas that matter — consultants who recommend tools and KADs who control client access
• Track record of driving hugely incremental revenues through GSI partnerships in Southern Europe
• Experience in enterprise technology partnerships, ideally within cloud, AI/ML, or platform businesses
• Deep understanding of Southern Europe business practices, regulatory environments, and cultural nuances across Spain, France, Italy, and surrounding markets
• History of delivering exceptional customer success and brand protection through partner channels

Strong candidates may also have:

• Builder mentality — comfortable starting from zero and creating scaled partnerships
• Executive presence with credibility at VP+ and C-suite level within GSI organisations
• Structured and disciplined approach to partnership development — treats GSIs as sales accounts
• Deep understanding of GSI organisational dynamics, incentive structures, and decision-making processes
• Ability to engage effectively with both consultant communities and Key Account Directors
• Data-driven mindset with focus on measurable outcomes and KPI attainment
• Cross-cultural effectiveness and fluency in multiple Southern Europe languages (Spanish, French, Italian preferred)
• Commercial acumen with understanding of complex deal structures and partner economics
• Competitive drive — obsessed with winning and creating differentiation
• Collaborative approach with ability to work cross-functionally across sales, product, marketing, and regional teams
• Willingness to travel extensively across Southern Europe markets
• Passion for AI and alignment with Anthropic's mission of beneficial AI development

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. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process