Partner Account Manager, AI-Native/Boutique SI Partners

Anthropic•San Francisco, CA

1d•$215,000 - $300,000•Hybrid

About The Position

Anthropic is seeking a Partner Account Manager for AI-Native and Boutique SI Partners to manage relationships with key specialist services firms. These partners help enterprises design, build, and deploy AI solutions using Claude. The role is primarily commercial, focusing on building joint business plans, driving pipeline, supporting sales teams, and tracking partner performance. The position reports to the Head of Boutique & AI-Native SIs and collaborates with various internal teams including Partner Sales, Partner Programs, Partner Support, Partner Activations, and Partner Success to ensure partners receive full value from Anthropic and to relay partner feedback internally. The role also works closely with sales, product, and applied AI teams to equip SI partners for success.

Requirements

5+ years of experience in partner development, channel management, or partner management.
Demonstrated success driving revenue through partners, with pipeline and bookings results you can point to.
Experience working with systems integrators, consulting firms, or similar enterprise-focused services partners.
Strong business acumen, with the ability to support deal progression and navigate complex partner relationships.
A commercial orientation: you are a business driver first and a relationship manager second, and you are comfortable asking a partner to invest in its own capability.
Strong analytical skills, with experience tracking KPIs, working from dashboards, and using data to decide where to spend your time.
Outstanding communication and relationship-building skills at all levels, from partner practitioners to founders and executives.
A track record of working well across functions to get things done for partners without owning every team involved.
Experience with CRM systems and partner relationship management tools.
Comfort with ambiguity and a fast-changing environment.
Low ego, high curiosity, and a habit of making the people around you better.
Willingness to travel to support partner relationships and joint customer engagements.

Nice To Haves

Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical.
A background working at or with AI-native services firms, boutique consultancies, or systems integrators.
An understanding of how boutique services firms run, including how they staff, price, and fund a new practice.
An understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals.
Hands-on familiarity with Claude, Claude Code, and how enterprises build and deploy LLM applications.
Experience at a high-growth company where the program was still being built.
Passion for AI and an understanding of how enterprises are adopting AI technologies.

Responsibilities

Own and manage relationships with a portfolio of key AI-native and boutique SI partners, from practitioners through to founders and executive leadership.
Develop and execute joint go-to-market strategies that drive partner-sourced and partner-influenced pipeline.
Lead partner business planning, including setting mutual goals, identifying target accounts, and defining success metrics.
Work directly with your partners' sales teams to identify opportunities and support deal progression.
Partner closely with Anthropic's Partner Sales team to position partners on the right accounts and opportunities.
Run a regular operating cadence with each partner, including business reviews against the joint plan.
Work hand in hand with Partner Sales as your primary go-to-market counterpart.
Work side by side with Partner Success Leads on the partners you share.
Build executive-level trust with each partner's practice and delivery leadership together with Partner Success.
Align with Partner Success on how each partner's Claude practice is growing, including certified bench depth, a repeatable offering in a chosen industry lane, and published customer stories.
Bring the commercial view to the quarterly practice reviews Partner Success runs with each partner.
Keep the handoffs clean with Partner Sales when a partner deal closes, and with Partner Success when an engagement is matched to one of your partners.
Work with Partner Programs to help your partners understand and progress through Claude Partner Network tiers, requirements, and benefits.
Work with Partner Activations to bring your partners into the customer engagements where they can have the most impact.
Work with Partner Support to get partner questions and issues resolved quickly, and to spot patterns worth fixing at the source.
Work with Partner Enablement so partners have the training, certification pathways, and technical resources they need to build and deliver with Claude.
Serve as the voice of your partners inside Anthropic, informing program, enablement, and product priorities.
Maintain accurate tracking of partner-sourced and partner-influenced revenue using our existing systems, tools, and processes, including deal registration and CRM discipline.
Keep partner performance dashboards and reporting current, and use them to run partner reviews and internal updates.
Follow our standard operating procedures for partner activities, and help keep them documented and up to date.
Maintain partner data integrity and consistent measurement across your portfolio.
Track KPIs for each partner and for the overall health of your portfolio.
Assess partner contribution, engagement, and growth potential using established frameworks, and recommend where Anthropic should invest.
Track and report the return on partner investments such as funding and enablement, and give Partner Success your recommendation on funding requests from your partners.
Identify opportunities to improve how we work with partners and bring them to the teams that own those programs.