Head of Partner Sales

Anthropic•San Francisco, CA

4h•Hybrid

About The Position

As the Head Partner Sales for Systems Integrators at Anthropic, you'll lead the Partner Sales team responsible for developing trusted relationships with internal sales stakeholders in partnership with Anthropic’s ecosystem of GSI’s. This is a player-coach role at an early stage of our partner motion, which means you'll both lead your team and roll up your sleeves on key relationships and deals. You'll be responsible for the commercial success of your team's partner portfolio, setting the strategic direction for how we engage and grow our SI partners, and developing the next generation of partner sales talent at Anthropic. You'll work closely with Sales, Solutions Architecture, Customer Success, and Product to ensure our partners are equipped to win — and to deliver transformative AI solutions for their clients.

Requirements

5+ years of experience managing partner sales or channel sales teams, with a track record of developing strong individual contributors
10+ years of overall experience in partner sales, business development, or enterprise sales at a technology company
Demonstrated success driving revenue through Systems Integrators, global consulting firms, or similar enterprise-focused partners
Strong commercial instincts — you're comfortable structuring deals, negotiating agreements, and guiding your team through complex, multi-stakeholder sales cycles
Experience building or refining partner sales processes in a fast-moving, early-stage environment
Outstanding communication and relationship-building skills across all levels, from partner practitioners to C-suite executives
A genuine enjoyment of people management — you find meaning in coaching others and invest in your team's growth
Comfort with ambiguity and a roll-up-your-sleeves approach to creating structure where it doesn't yet exist
Willingness to travel to support partner relationships and joint customer engagements
A passion for AI and a genuine interest in ensuring advanced AI systems are developed safely and responsibly

Nice To Haves

Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are central to the sales motion
A background working at or closely with major Systems Integrators or global consulting firms, giving you firsthand understanding of how they operate and make decisions
Experience managing partner sales teams across multiple geographies and cultures
Familiarity with consumption-based or API-first business models and how they shape partner economics
A track record of building or formalizing a partner sales function from an early stage

Responsibilities

Lead, coach, and develop a team of Partner Salespeople, helping them build the skills to manage complex SI relationships and drive partner-sourced and partner-influenced revenue
Own your team's revenue targets and pipeline health, ensuring consistent execution across the portfolio of assigned SI partners
Set the strategic direction for how your team engages with global and regional integrators, including joint go-to-market planning, target account alignment, and deal strategy
Serve as an executive-level point of contact with senior stakeholders at key SI partners, modeling the kind of strategic relationships you want your team to build
Work cross-functionally with Sales, Solutions Architecture, and Customer Success to support deal progression and ensure partners have the resources they need to close and deliver
Partner with enablement and program teams to ensure your team has access to the materials, training, and tools they need to succeed
Contribute to the development of partner sales playbooks, processes, and best practices as we scale the function
Surface insights from your team's partner interactions to inform product roadmap decisions and broader go-to-market strategy
Support recruiting efforts to grow the team, including designing interview processes and evaluating candidates