Partner Alliance Manager – Regional & Specialist Systems Integrators

Anthropic•San Francisco, CA

4d•$300,000 - $365,000•Hybrid

About The Position

Anthropic is seeking a Partner Alliance Manager to own a portfolio of named systems integrator partners, including regional SIs, AI-specialist consultancies, digital-native boutiques, and mid-market global firms. The role involves driving measurable revenue impact through these partners by managing a consistent operating rhythm, making disciplined investment decisions, and activating partners through scalable plays. The position is crucial for shaping how enterprises access and deploy frontier AI at scale, joining Anthropic at a pivotal moment in the development of its partner ecosystem.

Requirements

Experience in partner or alliance management, channel sales, or partner-facing business development at a technology company.
Demonstrated experience managing a multi-partner portfolio with a quota, not just a single named-partner relationship.
Experience working with regional SIs, boutique consultancies, or digital-native services firms.
Proven ability to take a partner from zero to first revenue within a defined timeframe.
Proven ability to support partners in building a services practice around a new technology platform.
Strong operational discipline: ability to run multiple partner cadences in parallel using CRM tools, scorecards, and structured trackers.
Solid commercial acumen across deal registration, referral and resell economics, market development funds, and co-sell execution.

Nice To Haves

5+ years in partner or alliance management, channel sales, or partner-facing business development.
Experience at a high-growth AI or cloud infrastructure company.
Track record of identifying breakout partners and individuals early, and accelerating investment in them before the signal is obvious.
Comfort navigating demanding senior stakeholders, setting limits on low-signal partners, and communicating those decisions clearly to internal teams.
Familiarity with the Claude ecosystem, LLM API integrations, or enterprise AI deployment.

Responsibilities

Own the end-to-end relationship for approximately 4 named SIs across sell-to, sell-with, and sell-through models.
Run a consistent operating rhythm including weekly pipeline syncs, monthly business reviews, and quarterly plan refreshes across all partners.
Maintain a portfolio health scorecard and reallocate time monthly based on leading indicators.
Personally drive pipeline generation with each partner through joint account targeting, AE mapping, and deal registration.
Stay on top of the top 2-3 opportunities per partner through to close.
Carry an aggregate portfolio target for partner-sourced pipeline and influenced ARR.
Take partners from signed to producing in under 90 days using the standard activation playbook (enablement, first 3 registered deals, first reference).
Own the activation checklist for each partner, ensuring no bespoke onboarding.
Drive partner consumption of existing certification, Claude Code Labs, and solution-starter assets.
Help each partner establish a credible Claude practice, including a named practice lead, a certified bench of 50-150 practitioners within 6 months, 1-2 repeatable offerings, and a first customer reference.
Build trust with senior partner leadership, hold the line on program standards and AE/SA bandwidth, and navigate complex personalities.
Continuously assess each partner against graduation signals (sourced pipeline, win rate, practice depth, executive commitment).
Recommend promote/hold/exit decisions quarterly and build the case for increased investment in breakout performers.