Reseller Partner Manager

EngineersOfAI; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Job summary

Anthropic is seeking a Reseller Partner Manager to own and grow reseller relationships with our largest global systems integrators. You will coordinate with regional country teams and alliance leaders to drive signed agreements, enablement, and first transactions across regions.

You will manage deal registrations, pipeline discipline, and joint business plans while aligning partner needs with central governance, margins, and escalation handling.

Qualifications

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

Responsibilities

• Own Anthropic's reseller relationships with the largest global systems integrators and serve as the primary point of contact with their global alliance leadership
• Close the reseller paper chain including reseller agreement and Bedrock and marketplace terms with the central program team and Legal
• Agree on joint business plans with each partner covering target regions, practices and pipeline commitments, and run regular reviews
• Own deal registration and pipeline discipline across regions, ensuring registrations are submitted, validated, and conflicts resolved
• Forecast and report partner-sourced registered pipeline and resale consumption against targets
• Coordinate partners across regions with country account teams and AE teams, managing direct vs partner conflicts as deals arise
• Sequence agreements, enablement and first transactions across regions with Bedrock and other hyperscaler routes
• Manage counterpart relationships with AWS, Google Cloud and Microsoft Azure alliance teams
• Coordinate partner certification and enablement with the central enablement lead
• Work with the central program team on governance, margins and escalations, building processes for a scalable reseller relationship
• Represent partner needs to the central program team and feed learnings back into the program
• Own partner escalations end to end, from billing to deal conflicts and resolutions

Job description

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

Anthropic 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 Anthropic'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 Anthropic 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 Anthropic 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 Anthropic'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 Anthropic'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 o