Partner Sales Manager (Systems Integrators)

• As a Partner Sales Manager for Systems Integrators at Anthropic, you’ll own a portfolio of global and regional SI partners and be responsible for the revenue they drive
• This role sits at the intersection of partnerships and sales — you’ll build trusted relationships with senior stakeholders at firms like Accenture, Deloitte, and PwC, and align on joint go-to-market plans
• Your main stakeholders will be sales leaders at Anthropic - helping them to land and expand enterprise deals where partner involvement is the difference between winning and not
• This is an early-stage motion, which means the playbook is still being written. You’ll have real influence over how we engage SIs, what good looks like for partner-sourced pipeline, and how we equip integrators to build durable Claude practices inside their organizations
• You’ll report to the Head of Partner Sales and work closely with Sales, Solutions Architecture, Customer Success, and Product to make sure our partners have what they need to close — and to deliver transformative AI solutions for their clients
• Work directly with Sales Leaders, Account Executives and Solutions Architects, bringing the partner into the sales cycle at the right moments and ensuring clear roles, clean handoffs, and shared accountability for outcomes
• Build relationships across multiple levels of the partner organization — from practice leads and delivery teams to alliance executives — and serve as their primary point of contact at Anthropic
• Own the commercial relationship with a portfolio of assigned SI partners, driving partner-sourced and partner-influenced revenue against defined targets
• Develop and execute joint go-to-market plans with each partner, including target account mapping, pipeline generation activities, and co-sell motions with Anthropic’s direct sales team
• Collaborate with enablement and program teams to get your partners trained, certified, and equipped with the materials they need to position Claude effectively
• Track pipeline health, forecast partner-attached revenue, and surface blockers early so cross-functional teams can help unblock them
• Gather signal from partner interactions — what’s landing, what’s missing, where clients are pushing back — and feed it into product and go-to-market planning
• Contribute to the development of partner sales processes, playbooks, and best practices as the function scales

Benefits

• Comprehensive health, dental, and vision insurance for you and your dependents
• Inclusive fertility benefits via Carrot Fertility
• 22 weeks of paid parental leave
• Flexible paid time off and absence policies
• Mental health support for you and your dependents
• Competitive salary and equity packages
• Optional equity donation matching at a 1:1 ratio, up to 25% of your equity grant
• Retirement plans with competitive matching
• Life and income protection plans
• $500/month flexible wellness and time saver stipend
• Commuter benefits
• Annual education stipend
• Home office stipends
• Relocation support for those moving for Anthropic
• Daily meals and snacks in the office- Willingness to travel to support partner relationships and joint customer engagements
• 7+ years of experience in partner sales, channel sales, alliances, business development or direct sales at a technology company where partners are heavily involved
• Excellent communication and relationship-building skills across all levels, from partner practitioners to alliance executives
• A collaborative working style — you’re energized by cross-functional work and understand that partner sales only works when Sales, Product, and Delivery are aligned
• Strong commercial instincts, including comfort structuring co-sell agreements, navigating multi-party deal dynamics, and knowing when to push and when to let the partner lead
• A demonstrated track record of driving revenue through partners — you can point to pipeline you built, deals you influenced, and relationships that outlasted any single transaction
• Experience operating in early-stage or high-growth environments where processes are still forming and you’re expected to help build them
• A genuine interest in AI and a belief that advanced AI systems should be developed safely and responsibly
• Comfort with ambiguity and a willingness to create structure where it doesn’t yet exist
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• 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
• Experience managing partner relationships across multiple geographies
• A background in AI, cloud platforms, developer tools, or other categories where technical enablement and differentiation are central to the partner motion
• Familiarity with consumption-based or API-first business models and how they shape partner economics and incentive design
• Experience working at a major Systems Integrator or global consulting firm, giving you firsthand insight into how these organizations make decisions, staff engagements, and build practices around emerging technology
• A history of being an early member of a partner sales function and helping it scale