# Channel Partner Manager, Public Sector

**Company**: Anthropic
**Location**: Washington, DC
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: $215,000-$300,000 USD
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q116758847

**Apply**: https://job-boards.greenhouse.io/anthropic/jobs/5441387008?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_fb1e15cb-e6e

## Description

## About the role

As Channel Partner Manager, Public Sector, you will own Anthropic's reseller and distributor relationships across US federal, state and local government. Your goal is to build operations that enable partners to transact with Anthropic quickly and efficiently.

Your time will be split between partner management and channel operations. You will be the primary Anthropic contact for public sector partners, agreeing on joint plans and aligning partner and direct sales motions. Additionally, you will onboard new partners, manage deal registrations, administer rebates, and maintain program processes and records.

You will work closely with Legal, Finance, and public sector sales teams on pipeline and compliance with federal security requirements like FedRAMP.

## Key responsibilities

- Own and manage relationships with public sector partners, acting as their primary point of contact

- Develop joint business plans with partners covering target segments, contract vehicles, pipeline, enablement, and marketing

- Align partner and direct sales motions to prevent conflicts and ensure smooth transactions

- Onboard new partners, manage agreements, deal registrations, and rebates

- Build and maintain channel operating processes, including quoting, order handling, and partner reporting

- Collaborate with cloud providers' public sector teams to facilitate partner deals

- Forecast and report partner-sourced pipeline and resale revenue

- Resolve partner escalations and represent public sector partners' needs to the central reseller program team

## Minimum qualifications

- 7+ years in channel, partner, or alliances roles in enterprise software or cloud, with at least 3 years focused on the US public sector

- Direct experience managing reseller or distributor relationships selling to government or education buyers

- Knowledge of public sector purchasing processes, including contract vehicles and two-tier distribution

- Fluency in channel program mechanics, including deal registration, partner onboarding, and margin/rebates management

- Experience running channel or partner operations, including agreements, program administration, and reporting

- Ability to build processes from scratch and adapt to new programs

- Strong written and spoken communication skills, with judgment to navigate commercial pressures

- Passion for Anthropic's mission to develop safe and beneficial AI

## Preferred qualifications

- Experience with FedRAMP and selling software in authorized cloud environments

- Familiarity with federal, state, and education contract vehicles

- Experience with cloud marketplace resale for public sector buyers

- Background on the reseller or distributor side of a vendor relationship

- Understanding of how government agencies and education institutions evaluate and adopt AI

The annual compensation range for this role is $215,000-$300,000 USD.

## Skills

### Required
- channel management
- partner management
- public sector sales
- cloud computing
- FedRAMP
- deal registration
- rebate management
- process building
- communication skills

### Nice to have
- experience with FedRAMP
- federal, state and education contract vehicles
- cloud marketplace resale
- reseller or distributor side of a vendor relationship
- AI adoption in government agencies and education institutions

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/anthropic/jobs/5441387008?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)