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Partner Development Manager, Build Partners

San Francisco, CA | New York City, NY

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 Partner Development Manager for Build Partners at Anthropic, you will grow and develop our SI partner ecosystem, with a focus on AI-native SIs and regional SIs. This role is critical to building and scaling a partner program that enables a diverse portfolio of SI partners to bring Claude to enterprise customers worldwide. You'll manage relationships with assigned partners, develop joint go-to-market strategies, and build the scalable frameworks and processes that transform our emerging partner program into a repeatable, high-impact engine for partner success.

You will work at the intersection of partner development and program operations—supporting pipeline growth and deal progression while also building the enablement programs, engagement models, and measurement systems that allow us to support a growing number of partners effectively. 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.

Responsibilities:

Partner Development and Go-to-Market

  • Manage relationships with assigned SI partners, including AI-native SIs and regional SIs

  • Develop and execute joint go-to-market strategies that drive partner-sourced and partner-influenced pipeline

  • Lead partner business planning, including setting mutual goals, identifying target accounts, and defining success metrics

  • Work directly with partner sales teams to identify opportunities and support deal progression

Scaled Partner Program Design and Management

  • Design and build a scaled partner program that enables efficient engagement with a growing portfolio of AI-native SIs and regional integrators

  • Develop repeatable playbooks, self-service resources, and programmatic engagement models that reduce one-to-one touchpoints while maintaining partner success

  • Create tiered engagement frameworks that appropriately allocate resources based on partner potential and performance

  • Develop comprehensive partner lifecycle management processes covering recruitment, onboarding, enablement, growth, and optimization

  • Establish program governance, including partner agreements, engagement models, and escalation paths

Enablement and Partner Success

  • Partner with the Partner Enablement team to ensure SI partners have access to training curricula, certification pathways, and technical resources

  • Collaborate with internal teams to develop enablement materials that help partners understand Claude's capabilities, competitive differentiation, and enterprise applications

  • Work with Partner Enablement to create resources that enable partners to design, build, and deliver production-grade AI solutions for their clients

  • Serve as the voice of SI partners to inform enablement priorities and ensure partners have the technical support and product knowledge they need to win

Operational Excellence

  • Implement systems, tools, and processes that ensure accurate tracking of partner-sourced and partner-influenced revenue

  • Develop and maintain partner performance dashboards and reporting mechanisms

  • Create and document standard operating procedures for all partner program activities

  • Manage partner data integrity and ensure consistent measurement across the partner portfolio

Performance Measurement and Optimization

  • Define and track KPIs for individual partner performance and overall program health

  • Build frameworks for assessing partner contribution, engagement, and growth potential

  • Develop approaches for measuring and demonstrating ROI of partner program investments

  • Identify opportunities for program improvement and implement optimization initiatives

You may be a good fit if you have:

  • 5+ years of experience in partner development, channel management, or partner management at a technology company

  • Demonstrated success growing partner ecosystems and driving revenue through partner channels

  • Experience working with Systems Integrators, consulting firms, or similar enterprise-focused partners

  • Strong business acumen with the ability to support deal progression and navigate complex partner relationships

  • Experience building or scaling partner programs, including designing tier structures, enablement programs, and operational processes

  • Excellent analytical skills with experience defining KPIs, building dashboards, and using data to drive program decisions

  • Outstanding communication and relationship-building skills at all levels, from partner practitioners to executive stakeholders

  • Experience with CRM systems and partner relationship management tools

  • Comfort with ambiguity and the ability to create structure in emerging programs

  • Willingness to travel to support partner relationships and joint customer engagements

Strong candidates may also have:

  • Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical

  • Background working at or with Systems Integrators, AI-native services firms, or regional consulting firms

  • Experience managing partner relationships across multiple geographies and cultures

  • Understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals

  • Track record of building scaled programs that efficiently support a large number of partners

  • Passion for AI and understanding of how enterprises are adopting AI technologies

The expected base compensation for this position is below. Our total compensation package for full-time employees includes equity, benefits, and may include incentive compensation.

Annual Salary:

$215,000 - $300,000 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. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process

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