Head of Partner Account Management & Ecosystem BD

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.

We're looking for a Head of Partner Management & Ecosystem BD to lead the team of Partner Account Managers responsible for the full range of our services partnerships and to develop and execute commercial strategies for the ecosystem in partnership with Sales.

Key Responsibilities:

• Lead, coach, and develop a team of Partner Account Managers covering Anthropic's services partners
• Set clear expectations, goals, and operating standards; hold the team accountable to partner revenue, pipeline, and program outcomes
• Hire and retain exceptional talent; build a team culture grounded in rigor, partnership, and care for Anthropic's mission
• Develop and execute commercial strategies for the partner ecosystem in partnership with Sales
• Develop new ways of going to market, while also managing the tri-party motion with our cloud service partners and tech company partnerships
• Build the rules of engagement between PAMs and account teams
• Identify and launch new partner-led routes to market
• Own the ecosystem's contribution to the revenue plan; report on partner-sourced and partner-influenced pipeline, bookings, and consumption
• Shape the operating model for each segment of the ecosystem
• Design engagement models that fit the partner
• Partner with the broader SI program to adapt tier structure, benefits, and requirements to partner dynamics
• Build and evolve playbooks that help PAMs recruit, onboard, activate, and grow partners consistently
• Work with enablement, product, and solutions teams to ensure partners have the training, certifications, and technical resources they need
• Identify gaps in partner readiness, drive cross-functional investment to close them, and ensure consistent quality of partner engagement across the team
• Collaborate with sales, partner operations, marketing, legal, and finance to remove friction and accelerate joint outcomes
• Surface partner, market, and product insights to inform Anthropic's broader partner strategy and roadmap

Minimum Qualifications:

• Experience leading partner sales, channel sales, alliances, or partner management at a technology company
• Experience managing partner-facing teams
• A track record of driving revenue through SI or consulting partner channels
• Executive-level relationships with C-level and partner-level stakeholders
• Experience developing and executing commercial strategy jointly with a Sales organization
• Strong commercial acumen and comfort coaching a team through complex deals
• Fluency with partner KPIs, pipeline forecasting, and dashboards
• Excellent communication and relationship-building skills
• Willingness to travel to support partner relationships and joint customer engagements
• Interest in AI and a commitment to Anthropic's mission

Preferred Qualifications:

• A track record of building and scaling a commercially focused partnerships organization
• Experience running multi-party go-to-market motions with cloud service providers and technology partners
• Familiarity with hyperscaler co-sell programs and marketplace-led transactions
• Experience building or scaling partner programs
• Experience managing a portfolio that spans both a small number of top-tier strategic accounts and a broad base of smaller partners
• Direct experience working with or at global SIs or consultancies
• Experience in AI, cloud platforms, or other high-growth technology categories
• Experience managing partner teams across multiple geographies and cultures

Logistics:

• Annual Salary: $425,000-$580,000 USD