Manager, Account Executive - GSIs at Anthropic

Hybrid - San Francisco, CA | New York City, NY

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Anthropic is seeking a Manager, Account Executive - GSIs to lead a team of Strategic Account Executives focused on partnering with global systems integrators and consultancies. The role involves recruiting, coaching, and retaining top performers, codifying sales motions, engaging with C-level stakeholders, managing revenue targets, collaborating with cross-functional teams, and representing Anthropic at industry events. Candidates should have experience leading complex technical sales teams, building relationships with large partners, and navigating multi-stakeholder sales cycles. Anthropic offers competitive compensation, equity donation matching, generous vacation and parental leave, flexible hours, and a collaborative office environment.

Salary

USD 450,000 - 550,000

Requirements

Skills

  • Experience leading strategic sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms
  • A track record of winning and growing strategic customers and/or partners, including building C-suite relationships, ideally with global systems integrators, consultancies, or other large partner/alliance ecosystems
  • Experience designing go-to-market coverage for a strategic sales team, including account and partner prioritization
  • Operational rigor across both a high-volume pipeline and complex, multi-stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast-changing environments
  • Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams
  • Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high-priority opportunities
  • A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI
  • Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to global systems integrators and consultancies, or to market through partner and alliance channels
  • Established executive relationships and a strategic-deal track record within global systems integrators or consultancies (e.g., Accenture, Deloitte, PwC, KPMG, EY, TCS, Infosys, Capgemini)
  • Experience running co-sell and build-with motions with global systems integrators and cloud partners such as AWS and Google Cloud
  • Familiarity with consumption- or usage-based commercial models and value-based pricing conversations

Responsibilities

  • Recruit, coach, and retain Strategic Account Executives with deep partner/alliance and platform-selling expertise; develop leadership talent and create career paths that keep top performers growing
  • Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable across each GSI partner and across both the sell-to and co-sell motions, partnering with Marketing, Enablement, Partnerships, and the partners themselves to scale them
  • Engage personally with C-level executives at the GSIs — and, on co-sell pursuits, at their enterprise clients — building business cases and value narratives and navigating complex procurement, security, and legal processes through to production deployment and expansion
  • Own the organization’s revenue targets and operating rhythm, instilling pipeline-generation discipline and running forecasting, deal inspection, and account planning cadences that make performance predictable and coachable across both the internal-adoption and co-sell pipeline
  • Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate partner and client needs into product and roadmap input
  • Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships (PAMs), Legal, and cloud partners to deliver a seamless experience, and represent Anthropic with partners and at industry events as a visible, trusted leader

Technologies

API-first platformsCloud infrastructureData and machine learning platformsGenerative AILLM-based productsAWSGoogle CloudSolutions ArchitectApplied AI

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