Anthropic’s Head of Partner Programs will own the global partner program portfolio, driving tier economics, incentive design, and industry specialization across the Claude Partner Network. This design‑and‑build role reports to the Head of Partner Experience and collaborates with Partner Sales, Partner Ops, and International BD to launch new program tracks, refine economics, and produce clear memos for finance, legal, enablement, and ops. The role requires deep partner‑economics fluency, a proven track record of building programs from scratch, and strong written communication, supported by 7+ years of partner, channel, or business‑development experience at a high‑growth software company.
Head of Partner Programs at Anthropic
Hybrid - San Francisco, CA
More jobs at AnthropicSalary
USD 300,000 - 355,000
Requirements
Skills
- Experience building a partner program from scratch — not refreshing an existing one, but writing the v1 memo, making the foundational assumptions, and shipping to launch
- Fluency in partner economics: rebate envelopes, partner unit economics, run‑rate floors, partner‑level caps, and anti‑stack rules
- Demonstrated ability to defend program financial modeling in front of senior finance stakeholders without hedging
- Strong written communication skills, with a track record of producing clear, structured memos on complex, multi‑stakeholder design problems
- 7+ years of experience in partner programs, channel strategy, or business development at a high‑growth software company
- Experience at a company with a mature partner ecosystem (e.g., AWS, Databricks, Snowflake, Salesforce, Stripe, or comparable)
- Familiarity with deployed‑consumption partner economics, as distinct from bookings‑based models
- Experience designing or operating industry specialization programs
- Exposure to GSI and SI partner motions at the principal level
Responsibilities
- Own the global partner program portfolio, including tier structure, incentive mechanics, and program economics
- Lead the FY27 partner program planning cycle with Finance, including the Frontier incentive refresh
- Ship at least one new program track — ISV, industry specialization, or net‑new — within the first six months
- Re‑cut tier economics based on observed partner behavior and deployed consumption data
- Write the program memos: clean, four‑to‑six page documents that name trade‑offs explicitly and move through Finance, Legal, Enablement, and Ops on a self‑set timeline
- Serve as the primary point of contact for partner principals on program structure questions
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