Partner Sales Manager

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

The Global Partner Sales Manager for Systems Integrators will serve as the strategic architect and executive owner of Anthropic's relationships with up to three tier-one global systems integrators. This role demands a seasoned enterprise partnership sales manager who can orchestrate multiple complex, multi-dimensional global relationships simultaneously, spanning co-selling, channel enablement, solution development, and joint go-to-market execution across each partner. The successful candidate will be accountable for transforming these GSI partners into billion-dollar Claude revenue engines, nurturing their growth from initial enablement through to scaled, industry-specific practices that deliver transformative customer solutions powered by Claude.

This is a high-stakes, execution-focused role requiring someone who can operate at the C-suite level with multiple GSI partners' global leadership while simultaneously driving tactical wins across priority markets and industry verticals. You will own the strategic roadmap, investment prioritization, development plans, and revenue accountability for a portfolio of partnerships that will collectively become critical drivers of Anthropic's enterprise growth.

 

Responsibilities:

Multi-Partner Portfolio Management

You will own and orchestrate the complete 360-degree relationship with up to three major systems integrators across all dimensions: sell-to (partners as customers), sell-with (joint selling to enterprise accounts), and sell-through (partner-led channel sales). This requires balancing investment across your partner portfolio, determining which partners lead in which industries and geographies, and architecting each partnership for maximum mutual value creation. You will be personally accountable for the aggregate contribution of your partner portfolio and responsible for establishing the metrics, governance, and strategic frameworks that ensure all partners are progressing toward their full potential.

Partner Development and Practice Building

You will nurture each partner from early-stage enablement through to mature, scaled practices capable of delivering comprehensive industry and segment-specific solutions. This means working with partner leadership to define practice vision and architecture, co-developing go-to-market strategies by industry vertical, and establishing the organizational structures, talent models, and solution portfolios that enable each partner to build expansive global Anthropic practices. You will guide partners in creating repeatable customer solutions that address specific use cases across industries including financial services, healthcare, retail, manufacturing, public sector, and professional services.

Training, Enablement and Certification

You will design and oversee comprehensive enablement programs that transform your partners' workforces into Claude experts and advocates. This includes building training curricula spanning technical implementation, solution architecture, industry applications, and business value articulation. You will establish certification programs that create tiers of expertise within each partner organization, develop enablement materials that scale globally, and ensure partners understand competitive differentiation and can confidently position Claude against alternative AI platforms. Success means creating thousands of enabled professionals across your partner portfolio who can design, build, and deliver production-grade agentic solutions.

Industry and Segment Solution Development

You will collaborate with each partner to build declarative, production-grade solutions powered by Claude that address specific industry challenges and segment use cases. This means partnering with their industry practices to identify high-value use cases, co-developing reference architectures and solution accelerators, and ensuring each partner builds a differentiated solution portfolio that showcases Claude's unique capabilities. You will drive the creation of industry-specific offerings spanning areas such as intelligent document processing, customer service transformation, software development acceleration, research and analysis automation, regulatory compliance, and decision support systems.

Revenue Generation and Market Leadership

You will lead the pursuit and closure of market-tipping deals across your partner portfolio that establish Claude as the enterprise standard for agentic AI. This means building executive relationships within each partner's C-suite, identifying and influencing their largest transformation opportunities, and ensuring Claude is positioned as the foundational technology for their agentic enterprise vision. A primary measure of success will be the velocity at which each partner builds a billion-dollar Claude practice, with clear milestones and accountability mechanisms you establish and drive across your portfolio.

Customer Success and Lifetime Value

Every deal influenced through your partner portfolio must be architected for customer success and long-term value expansion. You will establish success criteria for joint accounts, ensure proper implementation and adoption support, and create feedback loops that drive continuous improvement. 

You may be a good fit if you have:

GSI Partnership Expertise

You have 8+ years of direct experience managing strategic partnerships with tier-one systems integrators. You possess the ability to nurture or have existing VP+ level relationships across multiple GSIs and understand how to navigate their complex organizational matrices. You have previously owned partnership portfolios generating $250M+ in aggregate influenced or direct revenue and have experience balancing investment and prioritization across multiple strategic partners simultaneously.

Partner Development and Practice Building

You have successfully nurtured partners from early stages through to scaled practices, understanding the developmental journey from initial enablement to mature, revenue-generating organizations. You know how to build partner business plans, establish practice architectures, develop enablement programs at scale, and measure partner maturity and progression. You have experience helping partners build industry-specific and use-case-driven solutions that create repeatable revenue streams.

Technology Platform Partnerships

You have built partnerships in high-growth technology categories (cloud platforms, enterprise software, AI/ML) where partner enablement, competitive positioning, technical differentiation, and solution development were critical success factors. You understand how to translate technical capabilities into business value propositions that resonate with enterprise buyers and partner sales organizations across diverse industry verticals.

Global Operating Model and Portfolio Management

You have operated successfully in partner roles requiring coordination across multiple geographies, cultures, and time zones while simultaneously managing multiple strategic partner relationships. You understand how to establish global frameworks while enabling regional execution, prioritize investment across a partner portfolio based on strategic value and maturity, and build virtual teams that span partner and internal resources across continents.

Revenue Accountability and Commercial Acumen

You have carried revenue targets in previous roles with forecasting, and the financial mechanics of channel partnerships. You are comfortable with ambitious growth targets across a portfolio and know how to build bottoms-up models that connect activity to revenue outcomes. You understand how to balance short-term revenue delivery with long-term partner development and investment.

Success Profile:

The ideal candidate combines strategic vision with relentless execution discipline and the organizational capability to manage multiple complex partnerships simultaneously. You are equally comfortable presenting Anthropic's strategic vision to a GSI's Global CEO as you are rolling up your sleeves to rescue a stuck deal or workshop an industry solution with a partner's practice team. You have the gravitas to influence senior executives across multiple organizations while maintaining the hunger and urgency of a quota-carrying seller.

You are obsessively competitive and bring deep conviction about how to win in the market across diverse industries and use cases. You understand the AI landscape, can articulate Claude's technical and philosophical differentiation, and have the credibility to challenge partners when they're not positioning us effectively. You are energized by building and nurturing, understanding that creating multiple billion-dollar partnerships requires both visionary thinking and daily operational excellence across your portfolio.

Key Performance Indicators

• Aggregate partner-influenced and partner-sourced revenue across portfolio (direct and channel)

• Build $1B Claude practice for each partner 

• Number of market-tipping deals (>$5M ACV) jointly won across portfolio

• Partner enablement metrics (certified professionals, active sellers, solution developers) by partner

• Industry solution development (number and quality of vertical-specific offerings created)

• Joint pipeline coverage and win rates in co-selling motions by partner

• Customer success metrics in partner-influenced accounts (NRR, time-to-value, satisfaction)

• Partner maturity progression (measured across capability dimensions)

• Strategic investment ROI (where we invest across portfolio vs. outcomes achieved)

Working Relationships

You will report to the Head of North American Partnerships and work in close partnership with Anthropic's regional partnership leaders, product teams, sales organization, and technical account management. You will establish executive sponsorship relationships within Anthropic's leadership team and maintain direct access to senior stakeholders for strategic escalations and opportunity support.

Externally, you will cultivate and maintain relationships across your GSI partners' global organizations, including their regional managing partners, sector leaders, and practice heads. You will serve as Anthropic's primary interface to each partner and own the partnership strategic narrative both internally and externally for your portfolio.

Location and Travel

This role can be based ideally in Bengaluru, India, with significant travel expected to engage with partner leadership globally, support market-tipping opportunities in priority regions, and participate in partner enablement activities across geographies. 

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.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. 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 anthropic.com/careers directly for confirmed position openings.

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