Channel Partner Manager, Public Sector na Anthropic

Híbrido - Washington, DC

Candidatar-se
Ver mais vagas na Anthropic

Anthropic seeks a Channel Partner Manager, Public Sector to own reseller and distributor relationships across U.S. federal, state, and local government, build channel operations, manage onboarding, deal registration, rebates, and collaborate with legal, finance, sales, and cloud provider teams.

Salary

USD 215,000 - 300,000

Requirements

Skills

  • 7+ years in channel, partner or alliances roles in enterprise software or cloud
  • At least 3 years focused on the US public sector
  • Direct experience managing reseller or distributor relationships that sell to government or education buyers
  • Working knowledge of how public sector buyers purchase technology, including contract vehicles, two-tier distribution, and the role of resellers in public procurement
  • Working fluency in channel program mechanics, including deal registration, partner onboarding, margin and rebates
  • Experience running channel or partner operations, including agreements, program administration, reporting, and the systems behind them
  • Experience building processes and working rhythms from zero, and comfort joining a new program early
  • Clear written and spoken communication with Legal, Finance and Sales teams, and the judgment to hold program rules under commercial pressure
  • Excitement about Anthropic's mission to develop AI that is safe and beneficial
  • Experience with FedRAMP and selling software that runs in authorized cloud environments (preferred)
  • Experience with federal, state and education contract vehicles (preferred)
  • Experience with cloud marketplace resale for public sector buyers, including private offers (preferred)
  • Experience on the reseller or distributor side of a vendor relationship, as well as the vendor side (preferred)
  • Familiarity with how government agencies and education institutions are evaluating and adopting AI (preferred)

Responsibilities

  • Own Anthropic's relationships with our public sector partners, acting as their primary point of contact and building relationships with their public sector and alliance leadership
  • Agree on a joint business plan with each partner covering target segments, contract vehicles, pipeline, enablement and marketing, and run regular business reviews against it
  • Work with our federal, state and local, and education account teams to align partner and direct motions, clear conflicts early, and route each opportunity through the right partner and contract vehicle
  • Run partner onboarding end to end, from application and diligence through agreement execution, enablement and a first transaction
  • Own partner agreements with Legal, keeping contract vehicle coverage and program terms current
  • Own deal registration for the public sector channel, making sure registrations are submitted, validated and conflict cleared, and that every deal names its end customer
  • Manage partner rebates and program incentives with Finance
  • Build and run the channel's operating processes, including quoting, order handling and partner reporting, with clear service levels and documentation
  • Work with the cloud providers' public sector teams so that partner deals run cleanly through cloud marketplaces and authorized cloud environments
  • Forecast and report partner sourced pipeline and resale revenue for the public sector channel, and own that number with the reseller program and public sector sales leadership
  • Own partner escalations end to end, from billing and contracting questions to deal conflicts, and resolve them with the right internal owner
  • Represent what public sector partners and buyers need to the central reseller program team, and feed what you learn back into how the program works

Compartilhar vaga

Descubra se seu currículo está pronto para esta vaga

Veja como nossa IA pode otimizar seu currículo e aumentar suas chances de conseguir esta posição.