Partner Account Manager, AI-Native/Boutique SI Partners

Anthropic•San Francisco, NY

20h•Hybrid

About The Position

Anthropic is hiring a Partner Account Manager to own relationships with a portfolio of key AI-native and boutique systems integrator partners. The role focuses on turning those relationships into growing joint businesses through shared plans, healthy pipelines, and customers deploying Claude in production. It is a commercial role centered on joint business planning, partner sales support, opportunity development, and accurate performance tracking. The role works closely with Anthropic’s Partner Sales, Partner Programs, Partner Support, Partner Activations, Partner Success, and Partner Enablement teams. The Partner Account Manager owns partner relationships and commercial plans, while coordinating with colleagues responsible for co-selling, customer engagements, partner programs, and delivery outcomes. The position reports to the Head of Boutique & AI-Native SIs and works closely with sales, product, and applied AI teams. Anthropic is a public benefit corporation headquartered in San Francisco. The company describes its mission as creating reliable, interpretable, and steerable AI systems that are safe and beneficial for users and society. Its team includes researchers, engineers, policy experts, and business leaders working collaboratively on AI systems.

Requirements

At least 5 years of experience in partner development, channel management, or partner management.
Demonstrated success driving revenue through partners, with measurable pipeline and bookings results.
Experience working with systems integrators, consulting firms, or similar enterprise-focused services partners.
Strong business acumen and ability to support deal progression and navigate complex partner relationships.
Commercial orientation, with a willingness to drive business outcomes and ask partners to invest in their capabilities.
Strong analytical skills, including experience tracking KPIs, using dashboards, and using data to prioritize work.
Outstanding communication and relationship-building skills with practitioners, founders, and executives.
Track record of working effectively across functions to support partners without direct ownership of every involved team.
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 helping people around you improve.
Willingness to travel to support partner relationships and joint customer engagements.
Bachelor’s degree or an equivalent combination of education, training, and/or experience.
A field of study relevant to the role, demonstrated through coursework, training, or professional experience.

Nice To Haves

Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are important.
Background working at or with AI-native services firms, boutique consultancies, or systems integrators.
Understanding of how boutique services firms operate, including staffing, pricing, and funding a new practice.
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 partner program was still being built.
Passion for AI and understanding of enterprise AI adoption.

Responsibilities

Own and manage relationships with a portfolio of AI-native and boutique SI partners, from practitioners to founders and executive leaders.
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 with partners’ sales teams to identify opportunities and support deal progression.
Coordinate with Partner Sales to position partners on appropriate accounts and opportunities, while maintaining clear ownership boundaries for co-sell execution and forecasting.
Run regular operating cadences and business reviews with partners against joint plans.
Build executive-level trust with partner practice and delivery leadership alongside Partner Success.
Align with Partner Success on partner Claude practice growth, including certified bench depth, repeatable industry offerings, and published customer stories, and incorporate these into joint plans and go-to-market efforts.
Bring the commercial perspective to quarterly practice reviews run by Partner Success.
Maintain clean handoffs with Partner Sales when partner deals close and with Partner Success when customer engagements are matched to partners.
Help partners understand and progress through Claude Partner Network tiers, requirements, and benefits in collaboration with Partner Programs.
Work with Partner Activations to involve partners in customer engagements where they can have the greatest impact.
Work with Partner Support to resolve partner questions and issues, and identify recurring issues for resolution at their source.
Work with Partner Enablement to ensure partners have training, certification pathways, and technical resources to build and deliver with Claude.
Represent partner perspectives within Anthropic and inform program, enablement, and product priorities.
Track partner-sourced and partner-influenced revenue using existing systems and processes, including deal registration and CRM practices.
Maintain partner performance dashboards, reporting, partner data integrity, consistent measurement, and documented operating procedures.
Track partner and portfolio KPIs; assess partner contribution, engagement, and growth potential using established frameworks; and recommend where Anthropic should invest.
Track and report returns on partner investments such as funding and enablement, and provide Partner Success with recommendations on partner funding requests.
Identify opportunities to improve partner processes and bring them to the teams responsible for those programs.
Travel to support partner relationships and joint customer engagements.