Anthropic · San Francisco, CA | New York City, NY
<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.</p></div><h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">About the role</h2> <p>Anthropic is looking for a Senior Partner Account Manager (PAM) to own our relationship with one to two of the world's largest global systems integrators. This is a general-management role disguised as an alliance role: you will set the multi-year joint strategy with the partner's C-suite, negotiate the strategic agreement that underpins it, and then build the machine — go-to-market, solution co-development, delivery readiness, and enablement at a scale of tens of thousands of practitioners — that turns Claude into one of the partner's largest and fastest-growing practices.</p> <p>You will be measured on the size and health of the joint business: progress against a $1B+ Claude practice plan, Anthropic ARR sourced and influenced through the partner, certified and delivery-ready practitioners (50,000+), co-developed solutions in market with reference-able customers, and the depth of executive alignment on both sides.</p> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Key responsibilities</h2> <ul> <li><strong>Own the joint business.</strong> Build and run a multi-year joint business plan with each GSI covering services bookings, Anthropic ARR, priority industries and geographies, investment, and headcount. Report on it to Anthropic and partner executive leadership quarterly.</li> <li><strong>Lead at the C-suite.</strong> Be the primary Anthropic relationship owner for the partner's Group CEO, service-line and industry CEOs, CTO/Chief AI Officer, and Chief Learning Officer. Map and activate Anthropic executive sponsors, run CEO-level QBRs, and shape the partner's public AI narrative (earnings calls, analyst days, flagship events) around Claude.</li> <li><strong>Negotiate the strategic agreement.</strong> Structure and close multi-year strategic collaboration agreements spanning consumption and resale commitments, co-investment and market development funds, co-marketing, IP and solution terms, and enterprise-wide internal deployment of Claude across the partner's own workforce.</li> <li><strong>Co-develop solutions.</strong> Partner with Anthropic Product, Applied AI, and the GSI's CTO office to co-build industry and horizontal offerings, agentic and Claude Code delivery accelerators, and reference architectures; take them to market with named launch customers and published references.</li> <li><strong>Build a 50,000+ practitioner practice.</strong> Design and land a certification and delivery-readiness system inside the partner — embedded in their academy/L&D, train-the-trainer led, tied to Claude Partner Network tier requirements — and hold the partner accountable to capability they build themselves rather than capacity Anthropic supplies.</li> <li><strong>Drive global co-sell.</strong> Stand up joint account planning and pursuit governance with Anthropic field leadership across NA, EMEA, and APAC; personally engage on the largest strategic pursuits; ensure clean attribution through deal registration and CRM discipline.</li> <li><strong>Run alliance governance.</strong> Establish and chair a joint steering committee with named workstreams (GTM, solutions, delivery readiness, enablement, marketing), clear owners on both sides, and a published operating cadence.</li> <li><strong>Lead through others.</strong> Orchestrate a global virtual team of partner solutions architects, partner marketing, enablement, regional PAMs, and sales leaders; mentor PAMs across the team; scope and make the case for dedicated resourcing as the business scales.</li> <li><strong>Shape the program.</strong> Bring the voice of the largest GSIs into Anthropic's partner strategy, Elite-tier program design, and product roadmap.</li> </ul> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Minimum qualifications</h2> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li>15+ years in alliances, partner sales, or consulting leadership, including 8+ years owning a top-tier GSI relationship (e.g., IBM, NTT Data, Capgemini) at a hyperscaler or category-defining enterprise software/AI company — or the mirror-image role leading a hyperscaler/AI alliance from inside a GSI.</li> <li>A track record of personally building or scaling a partner practice to $500M–$1B+ and tens of thousands of trained practitioners, with the joint business plan, governance, and metrics to show for it.</li> <li>Demonstrated C-suite presence: you have set agendas with GSI Group CEOs and service-line leaders, and you can hold a strategy conversation and a commercial negotiation in the same meeting.</li> <li>Experience negotiating and closing multi-year strategic collaboration agreements with nine-figure commitments.</li> <li>Fluency in GSI economics — utilization, pyramid, offering margin, industry P&Ls, delivery-center models — and how a new technology practice actually gets funded and staffed inside one.</li> <li>A strongly commercial orientation: you are a business driver first and a relationship manager second, and you are comfortable pushing a partner to invest in its own capability.</li> <li>Global operating experience across NA, EMEA, and APAC, including time with India-based delivery leadership.</li> <li>Low ego, high curiosity, and a habit of making the people around you better; you put the mission ahead of personal credit.</li> </ul> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Preferred qualifications</h2> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li>Experience launching co-developed partner solutions with a product/engineering organization, including agentic or developer-tooling offerings.</li> <li>Prior ownership of a large-scale partner certification or academy program.</li> <li>Hands-on familiarity with Claude, Claude Code, LLM application architectures, and enterprise AI deployment and governance.</li> <li>Experience at a high-growth company where the program was being built while the plane was flying.</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>The annual compensation range for this role is listed below. </p> <p>For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.</p></div><div class="title">Annual Salary:</div><div class="pay-range"><span>$300,000</span><span class="divider">—</span><span>$365,000 USD</span></div></div></div><div class="content-conclusion"><h2><strong>Logistics</strong></h2> <p><strong>Minimum education: </strong>Bachelor’s degree or an equivalent combination of education, training, and/or experience</p> <p><strong>Required field of study: </strong>A field relevant to the role as demonstrated through coursework, training, or professional experience</p> <p><strong>Minimum years of experience: </strong>Years of experience required will correlate with the internal job level requirements for the position</p> <p><strong>Location-based hybrid policy:</strong> Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.</p> <p><strong data-stringify-type="bold">Visa sponsorship:</strong> We do sponsor visas! However,
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