Partner Account Manager, AI-Native/Boutique SI Partners

About Anthropic

Anthropic's mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

As a Partner Account Manager for AI-Native and Boutique SI Partners at Anthropic, you will own the relationship with a portfolio of our key AI-native and boutique systems integrator partners. These are the specialist services firms enterprises turn to when they want to design, build, and deploy production-grade AI with Claude, and they are among the fastest-moving partners in our ecosystem. Your job is to turn each of those relationships into a growing joint business: a shared plan, a healthy pipeline, and customers in production.

This is a commercial role first. You will build joint business plans with partner leadership, work with your partners' sales teams on live opportunities, team up with Anthropic's Partner Sales team to bring those partners into the right accounts, and keep a clear, accurate view of how each partner is performing. You will work closely with our Partner Sales, Partner Programs, Partner Support, Partner Activations, and Partner Success teams so your partners get the full value of what Anthropic offers, and you will bring what you hear from partners back to those teams.

This role reports to the Head of Boutique & AI-Native SIs and works closely with sales, product, and applied AI teams to make sure our SI partners are equipped to win and deliver transformative AI solutions for their clients.

Responsibilities

Partner Development and Go-to-Market

• 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, who lead introductions and co-sell with our account executives and account teams, so your partners are positioned on the right accounts and opportunities
• Run a regular operating cadence with each partner, including business reviews against the joint plan

Cross-Functional Partnership

• Work hand in hand with Partner Sales as your primary go-to-market counterpart, owning the partner relationship and joint business plan while Partner Sales owns co-sell execution and the partner-linked pipeline and forecast
• Work side by side with Partner Success Leads on the partners you share, aligning on each partner's Claude practice growth, quarterly practice reviews, and clean handoffs for engagements and deals
• Build executive-level trust with each partner's practice and delivery leadership together with Partner Success
• Work with Partner Programs, Partner Activations, Partner Support, and Partner Enablement so partners can progress through Claude Partner Network tiers, join high-impact customer engagements, resolve issues quickly, and get the training and technical resources they need
• Serve as the voice of your partners inside Anthropic, informing program, enablement, and product priorities

Partner Operations and Performance Tracking

• Maintain accurate tracking of partner-sourced and partner-influenced revenue using 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 and help maintain standard operating procedures for partner activities
• 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, and recommend where Anthropic should invest
• Track and report the return on partner investments such as funding and enablement
• Identify opportunities to improve how we work with partners

You may be a good fit if you have

• 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 and comfort 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
• A track record of working well across functions 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

Strong candidates may also have

• Experience in AI, cloud platforms, or other high-growth technology categories
• A background working at or with AI-native services firms, boutique consultancies, or systems integrators
• An understanding of how boutique services firms 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

Compensation

The annual salary range for this role is $215,000 to $300,000 USD. For sales roles, the range provided is the role's On Target Earnings (OTE) range, which includes both the sales commissions/bonus target and annual base salary.

Logistics

• Minimum education: Bachelor's degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Staff are expected to be in an office at least 25% of the time, though some roles may require more
• Visa sponsorship: Anthropic sponsors visas for some roles and candidates, and retains an immigration lawyer to help with this

How we're different

We believe that the highest-impact AI research will be big science. We work as a single cohesive team on a few large-scale research efforts, value impact over smaller and more specific puzzles, and greatly value communication skills.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.