Description
As a Partner Sales Manager for Systems Integrators at Anthropic, you'll own a portfolio of global and regional SI partners and be responsible for the revenue they drive. This role sits at the intersection of partnerships and sales , you'll build trusted relationships with senior stakeholders at firms like Accenture, Deloitte, and PwC, and align on joint go-to-market plans.\n\nYour main stakeholders will be sales leaders at Anthropic - helping them to land and expand enterprise deals where partner involvement is the difference between winning and not.\n\nThis is an early-stage motion, which means the playbook is still being written. You'll have real influence over how we engage SIs, what good looks like for partner-sourced pipeline, and how we equip integrators to build durable Claude practices inside their organizations.\n\nResponsibilities:\n\nWork directly with Sales Leaders, Account Executives and Solutions Architects, bringing the partner into the sales cycle at the right moments and ensuring clear roles, clean handoffs, and shared accountability for outcomes\n\nBuild relationships across multiple levels of the partner organization , from practice leads and delivery teams to alliance executives , and serve as their primary point of contact at Anthropic\n\nOwn the commercial relationship with a portfolio of assigned SI partners, driving partner-sourced and partner-influenced revenue against defined targets\n\nDevelop and execute joint go-to-market plans with each partner, including target account mapping, pipeline generation activities, and co-sell motions with Anthropic's direct sales team\n\nCollaborate with enablement and program teams to get your partners trained, certified, and equipped with the materials they need to position Claude effectively\n\nTrack pipeline health, forecast partner-attached revenue, and surface blockers early so cross-functional teams can help unblock them\n\nGather signal from partner interactions , what's landing, what's missing, where clients are pushing back , and feed it into product and go-to-market planning\n\nContribute to the development of partner sales processes, playbooks, and best practices as the function scales\n\nYou may be a good fit if you have:\n\n7+ years of experience in partner sales, channel sales, alliances, business development or direct sales at a technology company where partners are heavily involved\n\nA demonstrated track record of driving revenue through partners , you can point to pipeline you built, deals you influenced, and relationships that outlasted any single transaction\n\nStrong commercial instincts, including comfort structuring co-sell agreements, navigating multi-party deal dynamics, and knowing when to push and when to let the partner lead\n\nExperience operating in early-stage or high-growth environments where processes are still forming and you're expected to help build them\n\nExcellent communication and relationship-building skills across all levels, from partner practitioners to alliance executives\n\nA collaborative working style , you're energized by cross-functional work and understand that partner sales only works when Sales, Product, and Delivery are aligned\n\nComfort with ambiguity and a willingness to create structure where it doesn't yet exist\n\nWillingness to travel to support partner relationships and joint customer engagements\n\nA genuine interest in AI and a belief that advanced AI systems should be developed safely and responsibly\n\nStrong candidates may also have:\n\nExperience working at a major Systems Integrator or global consulting firm, giving you firsthand insight into how these organizations make decisions, staff engagements, and build practices around emerging technology\n\nA background in AI, cloud platforms, developer tools, or other categories where technical enablement and differentiation are central to the partner motion\n\nFamiliarity with consumption-based or API-first business models and how they shape partner economics and incentive design\n\nExperience managing partner relationships across multiple geographies\n\nA history of being an early member of a partner sales function and helping it scale\n\nThe annual compensation range for this role is listed below.\n\nFor 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.\n\nAnnual Salary:$300,000-$355,000 USD