Reseller Partner Manager

United States Digital Space LLC; Greater London; Hybrid; GBP 160,000 - 215,000; Full time

Job summary

United States Digital Space LLC in the United Kingdom is seeking a Reseller Partner Manager to own and grow strategic reseller relationships with global systems integrators across multiple regions.

You will coordinate with hyperscalers such as AWS, Google Cloud and Microsoft Azure, work with country account teams, and help build the reseller program from the ground up to scale partner-driven revenue.

Qualifications

• 8+ years in partner, channel or alliances roles in enterprise software or cloud.
• Experience owning a global systems integrator or large reseller relationship.
• Experience with hyperscalers AWS, Google Cloud and Microsoft Azure.
• Comfort operating with partners larger than your own company, enforcing program rules.
• Fluency in channel program mechanics including deal registration, tiering, margins.
• Experience building processes and rhythms from zero, joining a new program early.
• Experience managing executive relationships across a global partner organization.
• Excitement about the company's mission to develop AI that is safe and beneficial.

Responsibilities

• Own the company’s resell relationship with each of our largest global systems integrators, acting as their primary contact and building executive relationships.
• Close the reseller paper chain with each partner, including the reseller agreement and marketplace terms.
• Agree on a joint business plan with each partner covering regions, pipelines, enablement and marketing, and run regular business reviews.
• Own deal registration and pipeline discipline across regions, ensuring registrations are submitted and conflicts cleared.
• Forecast and report partner-sourced pipeline and resale consumption against the target, and own that number with the central program team.
• Coordinate each partner across regions with country account teams and AEs, managing direct vs partner conflict.
• Sequence agreements, enablement and first transactions for each partner across regions with hyperscaler routes.
• Manage the company’s counterpart relationships with AWS, Google Cloud and Microsoft Azure allied teams.
• Coordinate partner certification and enablement with the central enablement lead.
• Represent partner needs to the central program team and feed learnings back into the program.

Skills

Partner management

Global SI relationships

Alliances with hyperscalers

Executive stakeholder handling

Deal registration & pipeline

Education

Bachelor’s degree or equivalent

Job description

About the company

the company’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

the company is building a global reseller program so that enterprises can buy Claude through the partners they already work with. As Reseller Partner Manager for our largest global systems integrators, you will own the company's resell relationships for these strategic partners that operate in every region we sell in. Each of these partners is organized by region and by practice, and led by a global alliance team. Your job is to turn each of those relationships into a working reseller motion: agreements signed, teams enabled, deals registered cleanly, and resale consumption growing against the target for this cohort.

You will be the single owner of each partner relationship on the the company side. The partner's global alliance leadership will look to you for the joint plan, the commercial construct, and the escalation path. Their in-country practices will look to you, working with our country account teams, for how a deal gets registered, priced, transacted and supported. Our internal teams will look to you for what the partner is doing in the market, where partner sourced pipeline is building, and where direct and partner motions are colliding. Managing potental direct versus partner conflict at scale, across many regions and account teams at once, is a core part of the job.

You will therefore work closely with the partner's own hyperscaler alliance teams and with our counterparts at AWS, Google Cloud and Microsoft Azure to sequence agreements, enablement and first transactions region by region. Much of the process for running a global reseller relationship does not exist at the company yet. Building it, and representing what these partners need to the central program team, will be a large part of your first year.

Key responsibilities

• Own the company's resell relationship with each of our largest global systems integrators, acting as their primary point of contact and building executive relationships with their global alliance leadership and their regional and practice leaders

• Close the reseller paper chain with each partner, including the reseller agreement and the Bedrock and marketplace resale terms, working with the central program team and Legal

• Agree on a joint business plan with each partner covering target regions, practices, pipeline commitments, enablement and marketing, and run regular business reviews against it

• Own deal registration and pipeline discipline with each partner across all regions, making sure registrations are submitted and validated, conflicts are cleared, and named end customer reporting is complete on every deal

• Forecast and report partner sourced registered pipeline and resale consumption against the target for this cohort, and own that number with the central program team

• Coordinate each partner across the regions and country account teams it operates in, aligning the partner's global alliance leadership with its in country practices and our AEs, and managing direct versus partner conflict as deals arise

• Sequence agreement, enablement and first transactions for each partner across regions, working through the AWS Bedrock and marketplace private offer route first and further hyperscaler routes as they open

• Manage the company's counterpart relationships with the hyperscaler alliance teams that serve these partners at AWS, Google Cloud and Microsoft Azure

• Coordinate partner certification and enablement with the central enablement lead, so that the practices selling Claude are certified and current in each region

• Work with the central program team on program governance, margin mechanics and escalations, and build the processes and working rhythms a global reseller relationship needs where none exist yet

• Represent each partner's needs to the central program team, and feed what you learn back into how the program works everywhere

• Own partner escalations end to end, from billing and contracting questions to deal conflicts, and resolve them with the right internal owner

Minimum qualifications

• 8+ years in partner, channel or alliances roles in enterprise software or cloud

• Direct experience owning a global systems integrator or a large strategic reseller relationship, including the executive relationships at the partner's global alliance level

• Experience working with the hyperscalers, AWS, Google Cloud and Microsoft Azure, and an understanding of how global systems integrators sell and transact with each of them

• Comfort operating with partners that are far larger than your own company, holding the line on program rules while keeping the relationship strong

• Working fluency in channel program mechanics, including deal registration, partner tiering, margin and rebates

• Experience building processes and working rhythms from zero, and comfort joining a new program early

• Experience managing executive relationships across a global partner organization, spanning multiple regions and practices

• Excitement about the company's mission to develop AI that is safe and beneficial

Preferred qualifications

• Experience with cloud marketplace resale, including private offers on AWS Marketplace, Google Cloud Marketplace or Azure Marketplace

• Experience on the systems integrator side of a vendor relationship, as well as the vendor side

• Experience bringing an existing, informal partner motion into a structured program, or joining a partner program at or before launch

• Familiarity with how the largest global systems integrators are building and selling AI practices

• Experience managing direct versus partner conflict across multiple regions and sales teams

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:

£160,000—£215,000 GBP

LogisticsMinimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experienceRequired field of study:A field relevant to the role as demonstrated through coursework, training, or professional experienceMinimum years of experience: Years of experience required will correlate with the internal job level requirements for the positionLocation-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.Visa sponsorship:We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.