Reseller Partner 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

Anthropic is building a global reseller program so that enterprises can buy Claude through the partners they already work with. As Reseller Partner Manager for our largest global systems integrators, you will own Anthropic's resell relationships for these strategic partners that operate in every region we sell in. Each of these partners is organized by region and by practice, and led by a global alliance team. Your job is to turn each of those relationships into a working reseller motion: agreements signed, teams enabled, deals registered cleanly, and resale consumption growing against the target for this cohort.

You will be the single owner of each partner relationship on the Anthropic side. The partner's global alliance leadership will look to you for the joint plan, the commercial construct, and the escalation path. Their in-country practices will look to you, working with our country account teams, for how a deal gets registered, priced, transacted and supported. Our internal teams will look to you for what the partner is doing in the market, where partner sourced pipeline is building, and where direct and partner motions are colliding. Managing potental direct versus partner conflict at scale, across many regions and account teams at once, is a core part of the job.

You will therefore work closely with the partner's own hyperscaler alliance teams and with our counterparts at AWS, Google Cloud and Microsoft Azure to sequence agreements, enablement and first transactions region by region. Much of the process for running a global reseller relationship does not exist at Anthropic yet. Building it, and representing what these partners need to the central program team, will be a large part of your first year.

Key responsibilities

• Own Anthropic's resell relationship with each of our largest global systems integrators, acting as their primary point of contact and building executive relationships with their global alliance leadership and their regional and practice leaders
• Close the reseller paper chain with each partner, including the reseller agreement and the Bedrock and marketplace resale terms, working with the central program team and Legal
• Agree on a joint business plan with each partner covering target regions, practices, pipeline commitments, enablement and marketing, and run regular business reviews against it
• Own deal registration and pipeline discipline with each partner across all regions, making sure registrations are submitted and validated, conflicts are cleared, and named end customer reporting is complete on every deal
• Forecast and report partner sourced registered pipeline and resale consumption against the target for this cohort, and own that number with the central program team
• Coordinate each partner across the regions and country account teams it operates in, aligning the partner's global alliance leadership with its in country practices and our AEs, and managing direct versus partner conflict as deals arise
• Sequence agreement, enablement and first transactions for each partner across regions, working through the AWS Bedrock and marketplace private offer route first and further hyperscaler routes as they open
• Manage Anthropic's counterpart relationships with the hyperscaler alliance teams that serve these partners at AWS, Google Cloud and Microsoft Azure
• Coordinate partner certification and enablement with the central enablement lead, so that the practices selling Claude are certified and current in each region
• Work with the central program team on program governance, margin mechanics and escalations, and build the processes and working rhythms a global reseller relationship needs where none exist yet
• Represent each partner's needs to the central program team, and feed what you learn back into how the program works everywhere
• Own partner escalations end to end, from billing and contracting questions to deal conflicts, and resolve them with the right internal owner

Minimum qualifications

• 8+ years in partner, channel or alliances roles in enterprise software or cloud
• Direct experience owning a global systems integrator or a large strategic reseller relationship, including the executive relationships at the partner's global alliance level
• Experience working with the hyperscalers, AWS, Google Cloud and Microsoft Azure, and an understanding of how global systems integrators sell and transact with each of them
• Comfort operating with partners that are far larger than your own company, holding the line on program rules while keeping the relationship strong
• Working fluency in channel program mechanics, including deal registration, partner tiering, margin and rebates
• Experience building processes and working rhythms from zero, and comfort joining a new program early
• Experience managing executive relationships across a global partner organization, spanning multiple regions and practices
• Excitement about Anthropic's mission to develop AI that is safe and beneficial

Preferred qualifications

• Experience with cloud marketplace resale, including private offers on AWS Marketplace, Google Cloud Marketplace or Azure Marketplace
• Experience on the systems integrator side of a vendor relationship, as well as the vendor side
• Experience bringing an existing, informal partner motion into a structured program, or joining a partner program at or before launch
• Familiarity with how the largest global systems integrators are building and selling AI practices
• Experience managing direct versus partner conflict across multiple regions and sales teams

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

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. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. 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.