Partner Account Manager, AI-Native/Boutique SI Partners

As a Partner Account Manager for AI-Native and Boutique SI Partners at Anthropic, you will own the relationship with a portfolio of key AI-native and boutique systems integrator partners.

Your job is to turn each of those relationships into a growing joint business: a shared plan, a healthy pipeline, and customers in production.

You will build joint business plans with partner leadership, work with your partners' sales teams on live opportunities, team up with Anthropic's Partner Sales team to bring those partners into the right accounts, and keep a clear, accurate view of how each partner is performing.

You will work closely with our Partner Sales, Partner Programs, Partner Support, Partner Activations, and Partner Success teams so your partners get the full value of what Anthropic offers, and you will bring what you hear from partners back to those teams.

Responsibilities

Partner Development and Go-to-Market

• Own and manage relationships with a portfolio of key AI-native and boutique SI partners, from practitioners through to founders and executive leadership
• Develop and execute joint go-to-market strategies that drive partner-sourced and partner-influenced pipeline
• Lead partner business planning, including setting mutual goals, identifying target accounts, and defining success metrics
• Work directly with your partners' sales teams to identify opportunities and support deal progression
• Partner closely with Anthropic's Partner Sales team, who lead introductions and co-sell with our account executives and account teams
• Run a regular operating cadence with each partner, including business reviews against the joint plan

Cross-Functional Partnership

• Work hand in hand with Partner Sales as your primary go-to-market counterpart
• Work side by side with Partner Success Leads on the partners you share
• Build executive-level trust with each partner's practice and delivery leadership together with Partner Success
• Align with Partner Success on how each partner's Claude practice is growing
• Bring the commercial view to the quarterly practice reviews Partner Success runs with each partner
• Keep the handoffs clean: with Partner Sales when a partner deal closes, and with Partner Success when an engagement is matched to one of your partners
• Work with Partner Programs to help your partners understand and progress through Claude Partner Network tiers, requirements, and benefits
• Work with Partner Activations to bring your partners into the customer engagements where they can have the most impact
• Work with Partner Support to get partner questions and issues resolved quickly
• Work with Partner Enablement so partners have the training, certification pathways, and technical resources they need to build and deliver with Claude
• Serve as the voice of your partners inside Anthropic, informing program, enablement, and product priorities

Partner Operations and Performance Tracking

• Maintain accurate tracking of partner-sourced and partner-influenced revenue using our existing systems, tools, and processes
• Keep partner performance dashboards and reporting current, and use them to run partner reviews and internal updates
• Follow our standard operating procedures for partner activities, and help keep them documented and up to date
• Maintain partner data integrity and consistent measurement across your portfolio
• Track KPIs for each partner and for the overall health of your portfolio
• Assess partner contribution, engagement, and growth potential using established frameworks, and recommend where Anthropic should invest
• Track and report the return on partner investments such as funding and enablement
• Identify opportunities to improve how we work with partners and bring them to the teams that own those programs

Requirements

• 5+ years of experience in partner development, channel management, or partner management
• Demonstrated success driving revenue through partners
• Experience working with systems integrators, consulting firms, or similar enterprise-focused services partners
• Strong business acumen, with the ability to support deal progression and navigate complex partner relationships
• A commercial orientation: you are a business driver first and a relationship manager second
• Strong analytical skills, with experience tracking KPIs and working from dashboards
• Outstanding communication and relationship-building skills at all levels
• A track record of working well across functions to get things done for partners
• Experience with CRM systems and partner relationship management tools
• Comfort with ambiguity and a fast-changing environment

Nice to Have

• Experience in AI, cloud platforms, or other high-growth technology categories
• A background working at or with AI-native services firms, boutique consultancies, or systems integrators
• An understanding of how boutique services firms run
• An understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals
• Hands-on familiarity with Claude, Claude Code, and how enterprises build and deploy LLM applications

Compensation

• Annual Salary: $215,000-$300,000 USD