Head of Partner Account Management & Ecosystem BD

Anthropic•San Francisco, CA

4d•$425,000 - $580,000•Hybrid

About The Position

Anthropic's services partner ecosystem is a critical channel for bringing Claude to enterprise customers worldwide. This ecosystem spans the full spectrum of services firms — from global system integrators and the world's largest consultancies, to specialist and regional SIs, to our growing cohort of AI-native boutique partners. Together, their reach, vertical depth, and delivery capacity are essential to scaling Claude's enterprise footprint. Managing this breadth well requires rigor, repeatability, and a team that can drive meaningful joint outcomes across a portfolio of partners that differ widely in scale, operating model, and maturity. 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. You'll coach and develop a team of PAMs, shape the operating model for how we engage each segment of the ecosystem, and build the programs, playbooks, and measurement systems that let us scale with quality. You'll work closely with partnerships leadership, sales, product, and customer success to ensure our partners are equipped to win and deliver transformative AI solutions for their clients. The commercial side of this role is as important as the team-leadership side. Working hand in hand with Sales leadership, you'll define where and how partners create revenue for Anthropic — which partners we co-sell with in which accounts and industries, how partner-sourced and partner-influenced pipeline is built and forecast, and what a joint account plan looks like when both sides own the number. You'll develop new ways of going to market, while also managing the tri-party motion with our cloud service partners and tech company partnerships, so that a services partner, a cloud platform, and Anthropic show up to a customer as one coordinated offer rather than three separate conversations. This role sits at the intersection of team leadership, partner strategy, and operational execution. You'll stay close enough to the work to engage directly with partner leadership when it matters, while investing most of your time in making your team and the broader ecosystem more effective over time.

Requirements

Experience leading partner sales, channel sales, alliances, or partner management at a technology company, including ownership of a revenue number
Experience 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
Executive-level relationships with C-level and partner-level stakeholders at major consulting and services firms
Experience developing and executing commercial strategy jointly with a Sales organization, including co-sell motions, joint account planning, and partner-sourced pipeline that shows up in the revenue plan
Strong commercial acumen and comfort coaching a team through complex deals, partner negotiations, and multi-stakeholder enterprise sales cycles
Fluency with partner KPIs, pipeline forecasting, and dashboards, and experience using data to drive team and program decisions
Excellent communication and relationship-building skills, from partner practitioners to senior executives, both externally and internally
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

Nice To Haves

A track record of building and scaling a commercially focused partnerships organization, from early stage to mature operations — defining the strategy, hiring the team, establishing the operating cadence, and delivering measurable revenue outcomes
Experience running multi-party go-to-market motions with cloud service providers and technology partners, and a clear view on how to keep those motions aligned when incentives diverge
Familiarity with hyperscaler co-sell programs and marketplace-led transactions, and experience launching a new partner route to market from concept to repeatable motion
Experience building or scaling partner programs — tier structures, enablement, playbooks, and operating cadences — in a fast-growing environment
Experience managing a portfolio that spans both a small number of top-tier strategic accounts and a broad base of smaller partners, and a view on how to drive leverage across both
Direct experience working with or at global SIs or consultancies, and/or with specialist, regional, or AI-native boutique services 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
Comfort with ambiguity and a track record of creating structure in emerging programs
A point of view on how AI is reshaping the SI ecosystem and how Anthropic should engage global SIs, specialist partners, and AI-native boutiques differently

Responsibilities

Lead, coach, and develop a team of Partner Account Managers covering Anthropic's services partners, from global SIs and consultancies through to AI-native boutique 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 — defining joint account plans, co-sell priorities by segment and industry, and pipeline and revenue targets that both organizations own
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: how partners are brought into deals, how sourced and influenced pipeline is attributed and forecast, and how conflicts are resolved
Identify and launch new partner-led routes to market — industry solutions, packaged offerings, marketplace transactions — and prove them out with a small set of partners before scaling across the portfolio
Own the ecosystem's contribution to the revenue plan; report on partner-sourced and partner-influenced pipeline, bookings, and consumption to partnerships and sales leadership
Shape the operating model for each segment of the ecosystem: how PAMs plan with partners, run QBRs, forecast, track partner health, and prioritize their time across a portfolio
Design engagement models that fit the partner — executive-level, multi-threaded relationships with global SIs alongside scalable, programmatic coverage for boutique and regional partners
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 to build and deliver production-grade Claude solutions
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, and represent the business in partnership leadership forums