Global Partner Sales Manager

Global Partner Sales Manager - Systems IntegratorsAnthropic'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.About the RoleAs a Global Partner Sales Manager for Systems Integrators at Anthropic, you will drive revenue growth through our strategic SI partner ecosystem. This role is critical to scaling how we engage, enable, and grow alongside our SI partners who are bringing Claude to enterprise customers worldwide. You'll own the commercial relationship with key partners, develop joint go-to-market strategies, and build the operational frameworks that transform our emerging partner program into a world-class revenue engine.You will work at the intersection of sales strategy and partner operationsdriving pipeline development and deal execution while also building the processes, enablement programs, and measurement systems that support long-term partner success. This role reports to our partnerships leadership and works closely with sales, product, and customer success teams to ensure our SI partners are equipped to win and deliver transformative AI solutions for their clients.ResponsibilitiesPartner Sales Strategy and ExecutionOwn revenue targets and commercial relationships with assigned SI partners, including global consulting firms and regional integratorsDevelop and execute joint go-to-market strategies that drive partner-sourced and partner-influenced pipelineLead partner business planning, including setting mutual goals, identifying target accounts, and defining success metricsWork directly with partner sales teams to identify opportunities, support deal progression, and close businessPartner Program Design and ManagementDesign and implement a tiered partner program structure with clear criteria, benefits, and requirements that incentivize partner investment and performanceDevelop comprehensive partner lifecycle management processes covering recruitment, onboarding, enablement, growth, and optimizationCreate scalable frameworks for partner engagement that maintain quality as we expand our partner ecosystem globallyEstablish program governance, including partner agreements, engagement models, and escalation pathsEnablement and Partner SuccessBuild and manage partner enablement programs including training curricula, certification pathways, and technical resourcesDevelop enablement materials that help partners understand Claude's capabilities, competitive differentiation, and enterprise applicationsCreate resources that enable partners to design, build, and deliver production-grade AI solutions for their clientsPartner with internal teams to ensure partners have access to the technical support and product knowledge they need to winOperational ExcellenceImplement systems, tools, and processes that ensure accurate tracking of partner-sourced and partner-influenced revenueDevelop and maintain partner performance dashboards and reporting mechanismsCreate and document standard operating procedures for all partner program activitiesManage partner data integrity and ensure consistent measurement across the global partner portfolioPerformance Measurement and OptimizationDefine and track KPIs for individual partner performance and overall program healthBuild frameworks for assessing partner contribution, engagement, and growth potentialDevelop approaches for measuring and demonstrating ROI of partner program investmentsIdentify opportunities for program improvement and implement optimization initiativesYou May Be a Good Fit If You Have7+ years of experience in partner sales, channel sales, or partner management at a technology companyDemonstrated success driving revenue through partner channels, with a track record of meeting or exceeding sales targetsExperience working with Systems Integrators, global consulting firms, or similar enterprise-focused partnersStrong commercial acumen with the ability to structure deals, negotiate agreements, and drive complex sales cyclesExperience building or scaling partner programs, including designing tier structures, enablement programs, and operational processesExcellent analytical skills with experience defining KPIs, building dashboards, and using data to drive program decisionsOutstanding communication and relationship-building skills at all levels, from partner practitioners to C-suite executivesExperience with CRM systems and partner relationship management toolsComfort with ambiguity and the ability to create structure in emerging programsWillingness to travel globally to support partner relationships and joint customer engagementsStrong Candidates May Also HaveExperience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are criticalBackground working at or with major Systems Integrators or global consulting firmsExperience managing partner relationships across multiple geographies and culturesUnderstanding of enterprise sales cycles and how partners influence complex, multi-stakeholder dealsTrack record of building programs that scaled from early stage to mature operationsPassion for AI and understanding of how enterprises are adopting AI technologiesLogisticsEducation requirements: We require at least a Bachelor's degree in a related field or equivalent experience. Location-based hybrid policy: 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.Visa sponsorship: We do sponsor visas However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.How We're DifferentWe believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact advancing our long-term goals of steerable, trustworthy AI rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.Come Work With UsAnthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process