Overview
Own and grow a multi-year alliance with one to two global systems integrators, driving joint business planning, executive alignment, strategic agreements, co-developed solutions, and go-to-market activation for Claude.
What you’ll do
- Build and run multi-year joint business plans covering services bookings, Anthropic ARR, industries/geographies, investment, and headcount.
- Lead C-suite relationship management and run CEO-level QBRs with partner executives.
- Negotiate and close multi-year strategic collaboration agreements, including consumption/resale commitments and co-investment terms.
- Co-develop industry and horizontal offerings with Product and Applied AI, and take them to market with launch customers.
- Design and land a partner certification and delivery-readiness system for 50,000+ practitioners.
- Establish alliance governance via a joint steering committee and published operating cadence, with named workstreams.
- Orchestrate a global virtual team and mentor PAMs while scoping resourcing needs as the business scales.
What you’ll need
- 15+ years in alliances, partner sales, or consulting leadership.
- 8+ years owning a top-tier GSI relationship (e.g., IBM, NTT Data, Capgemini) at a hyperscaler or enterprise software/AI company, or the mirror-image role inside a GSI.
- Experience personally building or scaling a partner practice to $500M–$1B+ with tens of thousands of trained practitioners.
- Demonstrated C-suite presence, including setting agendas and conducting strategy and commercial negotiations.
- Experience negotiating and closing multi-year strategic collaboration agreements with nine-figure commitments.
- Fluency in GSI economics and how new technology practices get funded and staffed.
- Global operating experience across NA, EMEA, and APAC, including time with India-based delivery leadership.
Details
- Work mode: hybrid; expected to be in an office at least 25% of the time.
- Annual compensation range: $300,000–$365,000 USD OTE for sales roles.
Read the full description and apply on the company’s own careers page.
