We're looking for a Manager of Partner Account Management to lead the team of Partner Account Managers responsible for a cohort of our services partnerships.
You'll coach and develop a team of PAMs, shape the operating model for how we engage the tier, and build the programs, playbooks, and measurement systems that let us scale with quality.
This role sits at the intersection of team leadership, partner strategy, and operational execution.
Responsibilities:
Team leadership and development
- Lead, coach, and develop a team of Partner Account Managers covering a group of 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
Program and operating model
- Shape the tier's operating model: how PAMs plan with partners, run QBRs, forecast, track partner health, and prioritise their time across a portfolio
- 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
Enablement and partner success
- Work with enablement, product, and solutions teams to ensure partners have the training, certifications, and technical resources they need to build and deliver production-grade Claude solutions
- Identify gaps in partner readiness and drive cross-functional investment to close them
- Ensure consistent quality of partner engagement across the team
Cross-functional leadership and insights
- 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
- Represent the business in partnership leadership forums
You may be a good fit if you have:
- 10+ years of experience in partner sales, channel sales, alliances, or partner management at a technology company
- 3+ years managing partner-facing teams, including senior individual contributors
- A track record of driving revenue through SI or consulting partner channels, consistently meeting or exceeding targets
- Experience building or scaling partner programs , tier structures, enablement, playbooks, and operating cadences , in a fast-growing environment
- Strong commercial acumen; comfortable coaching your team through complex deals, partner negotiations, and multi-stakeholder enterprise sales cycles
- Experience managing a portfolio of partners at scale (rather than a small number of top-tier strategic accounts) and a view on how to drive leverage across a wide partner base
- Excellent analytical skills; fluency with partner KPIs, dashboards, and using data to drive team and program decisions
- Outstanding communication and relationship-building skills, from partner practitioners to senior executives, both externally and internally
- Comfort with ambiguity and a track record of creating structure in emerging programs
- Willingness to travel to support partner relationships and joint customer engagements
- Interest in AI and a commitment to Anthropic's mission of building safe, beneficial AI systems
Strong candidates may also have:
- Direct experience working with or at specialist / regional SIs similar to this group of partners (e.g., Persistent, Slalom, Ahead, DXC, Genpact, and comparable firms)
- Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical
- Experience managing partner teams across multiple geographies and cultures
- A background that spans partner management and adjacent disciplines such as direct enterprise sales, partner sales, or alliances strategy
- Experience standing up or scaling a partner tier or program from early stage to mature operations
- A point of view on how AI is reshaping the SI ecosystem and how Anthropic should engage specialist and regional partners differently from hyperscale GSIs
The annual compensation range for this role is listed below.
For 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.
Annual Salary: $355,000-$425,000 USD
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