Head of Programmatic Outcomes — Partners

Anthropic•San Francisco, CA

5d•Hybrid

About The Position

Anthropic has 1,000 strategic accounts — but its TAM of 96.6 million knowledge workers is orders of magnitude larger. Direct coverage will never close that gap. A partner ecosystem is an important mechanism to ensure we train and enable customers to use and love Claude. The Head of Programmatic Outcomes (Partners) is responsible for shaping it — not as a standalone function, but as a focused sub-goal of Anthropic’s broader Partnerships strategy that no single existing team is positioned to own end-to-end. Anthropic already has Alliances, Sales, and a Partnerships org; this leader holds the connective tissue that turns those relationships into a reliable activation and enablement channel. This is not a traditional channel partnerships role. It's a programmatic activation and enablement role that operates through partners. The question is: how do you certify and equip consulting firms, SIs, MSPs, and technology partners to run the same activation motions your CSM team runs — at 10x the scale, without Anthropic headcount, with reliable quality via marketplace dynamics? You will shape the partner framework, the economics, the certification program, the enablement toolkit, and the feedback loop — co-building with the Partnerships org on economics and recruitment, with Product on tooling access, and with Growth Marketing on co-marketing — to make partner-led activation as reliable as direct-led. Success comes through influence and coordination, leveraging Anthropic’s existing partner relationships rather than duplicating them.

Requirements

10+ years in enterprise partner development, channel strategy, or alliances with direct ownership of a partner ecosystem that drove measurable revenue or adoption outcomes
Experience shaping a partner certification or enablement program — ideally by extending an existing partner ecosystem with new enablement and certification layers, not just managing an inherited program
Track record of designing partner-led motions that translated into repeatable, scalable adoption outcomes — not just co-sell programs or deal registration schemes
Deep understanding of the SI, consulting firm, and MSP landscape: who the high-leverage players are, how they make money, and how to align incentives with Anthropic's activation goals
Cross-functional fluency: comfortable at the intersection of Sales, CS, Product, and Marketing — able to resolve channel conflict constructively and commercially
Ability to treat the partner ecosystem as a product — designing it, iterating on it, measuring it, and making portfolio investment decisions with rigorous judgment
Bachelor’s degree or an equivalent combination of education, training, and/or experience
A field relevant to the role as demonstrated through coursework, training, or professional experience
Years of experience required will correlate with the internal job level requirements for the position

Responsibilities

Drive the Anthropic Certified Partner Program in close partnership with the Partnerships org — defining tiers, certification criteria, enablement curriculum, co-activation frameworks, and performance accountability standards that extend Anthropic’s existing partner infrastructure into an activation-ready ecosystem
Identify, recruit, and onboard the highest-leverage partners (SIs, consulting firms, MSPs, technology partners) for driving Tier C account AI adoption at scale — with a prioritized view of where ROI is highest fastest
Co-develop the partner enablement toolkit with the Product and Growth Marketing capability leads: training content, activation playbooks, co-sell materials, and technical resources that allow certified partners to run Anthropic’s activation motion independently and consistently
Design the partner feedback loop — mechanisms for capturing what works in partner-led activations, codifying learnings into updated playbooks, and surfacing insights back to the programmatic team
Collaborate with Product and Systems/Process capability leads to ensure partners have access to the right tools, telemetry, and Control Tower infrastructure to manage their Tier C portfolio
Establish partner performance metrics in partnership with Strat Ops: activation rates, adoption outcomes, revenue contribution from partner-influenced accounts, and partner health scoring for the ecosystem
Hold the connective tissue across Alliances, Sales, Marketing, and the Partnerships org to align the partner activation program with Anthropic’s broader partner strategy — this role is the integration point that reduces duplication and resolves channel conflict, not a parallel partner function
Serve as the internal authority on partner-led activation; represent the programmatic outcomes perspective in partner strategy discussions