Head of Partner Programs

Anthropic•San Francisco, CA

1d•Hybrid

About The Position

Anthropic's Claude Partner Network is early and moving fast. The Services track launched this year with a tiered model, deployed-consumption incentives, and sandbox benefits. The architecture exists — the interesting work is everything that comes next. You will own the global partner program portfolio end to end. That means tier economics, incentive design, industry specializations, and the cross-functional work to get each program from blank document to live. You will be the person who walks into Finance with the envelope ask, into Legal with the program paper, and into Enablement with the competency requirements. You will be the person partners call when they want to understand why the rebate is structured the way it is. This is a design-and-build role. The Partnerships organization is small and senior — decisions get made by people in rooms, not by committee. You will report to the Head of Partner Experience and work alongside the leaders of Partner Sales, Partner Ops, and International BD.

Requirements

Experience building a partner program from scratch — not refreshing an existing one, but writing the v1 memo, making the foundational assumptions, and shipping to launch
Fluency in partner economics: rebate envelopes, partner unit economics, run-rate floors, partner-level caps, and anti-stack rules
Demonstrated ability to defend program financial modeling in front of senior finance stakeholders without hedging
Strong written communication skills, with a track record of producing clear, structured memos on complex, multi-stakeholder design problems

Nice To Haves

7+ years of experience in partner programs, channel strategy, or business development at a high-growth software company
Experience at a company with a mature partner ecosystem (e.g., AWS, Databricks, Snowflake, Salesforce, Stripe, or comparable)
Familiarity with deployed-consumption partner economics, as distinct from bookings-based models
Experience designing or operating industry specialization programs
Exposure to GSI and SI partner motions at the principal level

Responsibilities

Own the global partner program portfolio, including tier structure, incentive mechanics, and program economics
Lead the FY27 partner program planning cycle with Finance, including the Frontier incentive refresh
Ship at least one new program track — ISV, industry specialization, or net-new — within the first six months
Re-cut tier economics based on observed partner behavior and deployed consumption data
Write the program memos: clean, four-to-six page documents that name trade-offs explicitly and move through Finance, Legal, Enablement, and Ops on a self-set timeline
Serve as the primary point of contact for partner principals on program structure questions