Senior Partner Account Manager –Global Systems Integrator Alliances

Anthropic is an AI safety company building reliable, interpretable, and steerable AI systems. This role is in the Sales department.

Anthropic is looking for a Senior Partner Account Manager (PAM) to own relationships with one to two of the world's largest global systems integrators. This is a general-management role disguised as an alliance role: you will set multi-year joint strategy with the partner's C-suite, negotiate strategic agreements, and build the go-to-market, solution co-development, delivery readiness, and enablement at scale.

• Own the joint business: build and run a multi-year joint business plan with each GSI covering services bookings, Anthropic ARR, priority industries/geographies, investment, and headcount; report quarterly.
• Lead at the C-suite: be the primary relationship owner for the partner's Group CEO, service-line and industry CEOs, CTO/Chief AI Officer, and Chief Learning Officer; map and activate executive sponsors, run CEO-level QBRs, and shape the partner's public AI narrative.
• Negotiate the strategic agreement: structure and close multi-year strategic collaboration agreements spanning consumption/resale commitments, co-investment, co-marketing, IP/solution terms, and enterprise-wide internal deployment.
• Co-develop solutions: partner with Product, Applied AI, and the GSI's CTO office to co-build industry and horizontal offerings, agentic and Claude Code delivery accelerators, and reference architectures; take them to market with named launch customers.
• Build a 50,000+ practitioner practice: design and land a certification and delivery-readiness system inside the partner, tied to Claude Partner Network tier requirements.
• Drive global co-sell: stand up joint account planning and pursuit governance with field leadership across NA, EMEA, and APAC; engage on largest strategic pursuits; ensure clean attribution.
• Run alliance governance: establish and chair a joint steering committee with named workstreams, clear owners, and a published operating cadence.
• Lead through others: orchestrate a global virtual team of partner solutions architects, partner marketing, enablement, regional PAMs, and sales leaders; mentor PAMs; scope resourcing.
• Shape the program: bring the voice of the largest GSIs into Anthropic's partner strategy, Elite-tier program design, and product roadmap.

• 15+ years in alliances, partner sales, or consulting leadership, including 8+ years owning a top-tier GSI relationship at a hyperscaler or category-defining enterprise software/AI company, or the mirror-image role inside a GSI.
• Track record of personally building or scaling a partner practice to $500M–$1B+ and tens of thousands of trained practitioners.
• Demonstrated C-suite presence: set agendas with GSI Group CEOs and service-line leaders; hold strategy and commercial negotiation in the same meeting.
• Experience negotiating and closing multi-year strategic collaboration agreements with nine-figure commitments.
• Fluency in GSI economics (utilization, pyramid, offering margin, industry P&Ls, delivery-center models) and how a new technology practice gets funded and staffed.
• Strongly commercial orientation: business driver first, relationship manager second; comfortable pushing a partner to invest in its own capability.
• Global operating experience across NA, EMEA, and APAC, including time with India-based delivery leadership.
• Low ego, high curiosity, and a habit of making the people around you better; mission ahead of personal credit.

• Experience launching co-developed partner solutions with a product/engineering organization, including agentic or developer-tooling offerings.
• Prior ownership of a large-scale partner certification or academy program.
• Hands-on familiarity with Claude, Claude Code, LLM application architectures, and enterprise AI deployment and governance.
• Experience at a high-growth company where the program was being built while the plane was flying.

Compensation: Annual Salary: $300,000—$365,000 USD (OTE range, including sales commissions/bonuses and base salary).

Logistics: Minimum education: Bachelor’s degree or equivalent combination of education, training, and/or experience. Required field of study: A field relevant to the role. Years of experience required will correlate with internal job level requirements. Location-based hybrid policy: expect all staff to be in one of our offices at least 25% of the time. Visa sponsorship: We do sponsor visas, but not for every role; we will make every reasonable effort.

Application instructions: Apply via the Greenhouse link.