Anthropic is seeking a Partner Alliance Manager to own a portfolio of regional and specialist systems integrator partners, driving revenue impact and partner activation. The role involves portfolio management, pipeline build & close, partner activation, enablement, stakeholder management, and continuous assessment of partner performance, all within a collaborative AI‑focused environment.
Partner Alliance Manager – Regional & Specialist Systems Integrators en Anthropic
San Francisco, CA
Más vacantes en AnthropicSalary
USD 300,000 - 365,000
Requirements
Skills
- Experience in partner or alliance management, channel sales, or partner-facing business development at a technology company
- Demonstrated experience managing a multi-partner portfolio with a quota — not a single named-partner relationship
- Experience working with regional SIs, boutique consultancies, or digital-native services firms
- Proven ability to take a partner from zero to first revenue within a defined timeframe, and to support partners in building a services practice around a new technology platform
- Strong operational discipline: ability to run multiple partner cadences in parallel using CRM tools, scorecards, and structured trackers
- Solid commercial acumen across deal registration, referral and resell economics, market development funds, and co-sell execution
- 5+ years in partner or alliance management, channel sales, or partner-facing business development
- Experience at a high-growth AI or cloud infrastructure company
- Track record of identifying breakout partners and individuals early, and accelerating investment in them before the signal is obvious
- Comfort navigating demanding senior stakeholders, setting limits on low-signal partners, and communicating those decisions clearly to internal teams
- Familiarity with the Claude ecosystem, LLM API integrations, or enterprise AI deployment
Responsibilities
- Portfolio Management at Scale: Own the end-to-end relationship for ~4 named SIs across sell-to / sell-with / sell-through, run a consistent operating rhythm, maintain a portfolio health scorecard, and reallocate time monthly based on leading indicators.
- Pipeline Build & Close: Personally drive pipeline generation with each partner, stay on the top 2–3 opportunities per partner through to close, and carry an aggregate portfolio target for partner-sourced pipeline and influenced ARR.
- Partner Activation: Take partners from signed to producing in <90 days using the standard activation playbook (enablement, first 3 registered deals, first reference) and own the activation checklist for each partner; no bespoke onboarding.
- Enablement & Practice Development: Drive partner consumption of existing certification, Claude Code Labs, and solution‑starter assets; help each partner stand up a credible Claude practice with certified bench, repeatable offerings, and first customer reference.
- Stakeholder Management: Build trust with senior partner leadership, hold program standards and AE/SA bandwidth, and navigate big personalities.
- Spot the Rising Stars: Continuously assess each partner against graduation signals, recommend promote/hold/exit decisions quarterly, and build the case for increased investment in breakout performers.
Technologies
Claude ecosystemLLM API integrationsEnterprise AI deploymentCRM tools
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