Reseller Partner Manager na Anthropic

Presencial - London, UK

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Anthropic is building a global reseller program so that enterprises can buy Claude through the partners they already work with. As Reseller Partner Manager, you will own Anthropic's resell relationships with the largest global systems integrators, turning those relationships into a working reseller motion: agreements signed, teams enabled, deals registered cleanly, and resale consumption growing. You will be the single owner of each partner relationship on the Anthropic side, coordinating with partner alliance leadership, hyperscaler partners, and internal teams to sequence agreements, enablement, and first transactions region by region.

Salary

GBP 160,000 - 215,000

Requirements

Skills

  • 8+ years in partner, channel or alliances roles in enterprise software or cloud
  • Direct experience owning a global systems integrator or a large strategic reseller relationship, including executive relationships at the partner's global alliance level
  • Experience working with hyperscalers AWS, Google Cloud and Microsoft Azure, and understanding of how global systems integrators sell and transact with them
  • Comfort operating with partners that are far larger than your own company, holding the line on program rules while keeping the relationship strong
  • Working fluency in channel program mechanics, including deal registration, partner tiering, margin and rebates
  • Experience building processes and working rhythms from zero, and comfort joining a new program early
  • Experience managing executive relationships across a global partner organization, spanning multiple regions and practices
  • Excitement about Anthropic's mission to develop AI that is safe and beneficial
  • Experience with cloud marketplace resale, including private offers on AWS Marketplace, Google Cloud Marketplace or Azure Marketplace
  • Experience on the systems integrator side of a vendor relationship, as well as the vendor side
  • Experience bringing an existing, informal partner motion into a structured program, or joining a partner program at or before launch
  • Familiarity with how the largest global systems integrators are building and selling AI practices
  • Experience managing direct versus partner conflict across multiple regions and sales teams

Responsibilities

  • Own Anthropic's resell relationship with each of our largest global systems integrators, acting as their primary point of contact and building executive relationships with their global alliance leadership and their regional and practice leaders
  • Close the reseller paper chain with each partner, including the reseller agreement and the Bedrock and marketplace resale terms, working with the central program team and Legal
  • Agree on a joint business plan with each partner covering target regions, practices, pipeline commitments, enablement and marketing, and run regular business reviews against it
  • Own deal registration and pipeline discipline with each partner across all regions, making sure registrations are submitted and validated, conflicts are cleared, and named end customer reporting is complete on every deal
  • Forecast and report partner sourced registered pipeline and resale consumption against the target for this cohort, and own that number with the central program team
  • Coordinate each partner across the regions and country account teams it operates in, aligning the partner's global alliance leadership with its in country practices and our AEs, and managing direct versus partner conflict as deals arise
  • Sequence agreement, enablement and first transactions for each partner across regions, working through the AWS Bedrock and marketplace private offer route first and further hyperscaler routes as they open
  • Manage Anthropic's counterpart relationships with the hyperscaler alliance teams that serve these partners at AWS, Google Cloud and Microsoft Azure
  • Coordinate partner certification and enablement with the central enablement lead, so that the practices selling Claude are certified and current in each region
  • Work with the central program team on program governance, margin mechanics and escalations, and build the processes and working rhythms a global reseller relationship needs where none exist yet
  • Represent each partner's needs to the central program team, and feed what you learn back into how the program works everywhere
  • Own partner escalations end to end, from billing and contracting questions to deal conflicts, and resolve them with the right internal owner

Technologies

AWS BedrockAWS MarketplaceGoogle Cloud MarketplaceAzure MarketplaceClaude

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