Manager, Partner Account Managers

Anthropic•San Francisco, CA

5h•Hybrid

About The Position

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role Anthropic's services partner ecosystem is a critical channel for bringing Claude to enterprise customers worldwide. Firms like Persistent, Slalom, Ahead, DXC, and Genpact — represent a fast-growing segment of specialist and regional SIs whose reach, vertical depth, and delivery capacity are essential to scaling Claude's enterprise footprint. Managing this tier well requires rigor, repeatability, and a team that can drive meaningful joint outcomes across a broad portfolio of partners. 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. You'll work closely with partnerships leadership, sales, product, and customer success to ensure this group of partners are equipped to win and deliver transformative AI solutions for their clients. 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 tier more effective over time.

Requirements

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
Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Nice To Haves

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

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 prioritize 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