Head of Partner Account Management & Ecosystem BD en Anthropic

Presencial - San Francisco, CA, United States

Anthropic’s partner ecosystem role is critical for expanding Claude to enterprise customers worldwide. The Head of Partner Account Management & Ecosystem BD will lead a team of Partner Account Managers, develop and execute commercial strategies with Sales, and build operating models, playbooks, and engagement frameworks across the partner portfolio. This role balances team leadership, partner strategy, and operational execution, ensuring that partners, cloud platforms, and Anthropic deliver a unified offering to customers.

Requirements

Skills

Experience leading partner sales, channel sales, alliances, or partner management at a technology company, including ownership of a revenue number
Experience managing partner-facing teams, including senior individual contributors
Track record of driving revenue through SI or consulting partner channels, consistently meeting or exceeding targets
Executive-level relationships with C-level and partner-level stakeholders at major consulting and services firms
Experience developing and executing commercial strategy jointly with a Sales organization, including co-sell motions, joint account planning, and partner-sourced pipeline that shows up in the revenue plan
Strong commercial acumen and comfort coaching a team through complex deals, partner negotiations, and multi-stakeholder enterprise sales cycles
Fluency with partner KPIs, pipeline forecasting, and dashboards, and experience using data to drive team and program decisions
Excellent communication and relationship-building skills, from partner practitioners to senior executives, both externally and internally
Willingness to travel to support partner relationships and joint customer engagements
Interest in AI and a commitment

Responsibilities

Lead, coach, and develop a team of Partner Account Managers covering Anthropic's services partners, from global SIs and consultancies through to AI-native boutique partners
Set clear expectations, goals, and operating standards; hold the team accountable to partner revenue, pipeline, and program outcomes
Hire and retain exceptional talent; build a team culture grounded in rigor, partnership, and care for Anthropic's mission
Develop and execute commercial strategies for the partner ecosystem in partnership with Sales — defining joint account plans, co-sell priorities by segment and industry, and pipeline and revenue targets that both organizations own
Develop new ways of going to market, while also managing the tri-party motion with our cloud service partners and tech company partnerships
Build the rules of engagement between PAMs and account teams: how partners are brought into deals, how sourced and influenced pipeline is attributed and forecast, and how conflicts are resolved
Identify and launch new partner-led routes to market — industry solutions, packaged offerings, marketplace transactions — and prove them out with a small set of partners before scaling across the portfolio
Own the ecosystem's contribution to the revenue plan; report on partner-sourced and partner-influenced pipeline, bookings, and consumption to partnerships and sales leadership
Shape the operating model for each segment of the ecosystem: how PAMs plan with partners, run QBRs, forecast, track partner health, and prioritize their time across a portfolio
Design engagement models that fit the partner — executive-level, multi-threaded relationships with global SIs alongside scalable, programmatic coverage for boutique and regional partners
Partner with the broader SI program to adapt tier structure, benefits, and requirements to partner dynamics
Build and evolve playbooks that help PAMs recruit, onboard, activate, and grow partners consistently
Work with enablement, product, and solutions teams to ensure partners have the training, certifications, and technical resources they need to build and deliver production-grade Claude solutions
Identify gaps in partner readiness, drive cross-functional investment to close them, and ensure consistent quality of partner engagement across the team
Collaborate with sales, partner operations, marketing, legal, and finance to remove friction and accelerate joint outcomes
Surface partner, market, and product insights to inform Anthropic's broader partner strategy and roadmap, and represent the business in partnership leadership forums

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