Partner Sales Manager - Anthropic Alliance

Intuitive.ai; India; Remote; INR 450,000 - 750,000; Full time

Job summary

Intuitive.AI is seeking an India-based Partner Sales Manager for the Anthropic Alliance. This role focuses on alliance management, co-sell coordination, and driving joint pipeline with Anthropic across global accounts, prioritizing North America.

You will align with partner teams and Intuitive sales and delivery units to maximize joint value. As the single accountable owner, you will navigate Anthropic's priorities, enable effective co-selling, and manage investor funding and deal registrations.

Responsibilities

• Own Intuitive's Anthropic alliance and coordinate co-sell efforts across sales, solutions, marketing, and delivery.
• Manage relationship with Anthropic executives and field teams; enable regular reviews and alignment.
• Oversee Claude Partner Network program, compliance, MDF, and co-investment tracking.

Job description

Intuitive.AI is one of the fastest-growing (INC 5000, CRN) Cloud & SDx solution and services companies supporting enterprise customers on a global scale. Intuitive is an "Engineering Company" delivering measurable value and key business outcomes.

Intuitive Superpowers:

- DataOps & AI/ML

- Cybersecurity (App/Data/Infra) & GRC

- SDx & Digital Workspace

We are proud to partner with some of the world's leading enterprises and serve 200+ customers across different industry verticals. We have achieved many milestones along the way, including being recognized as a top-10 fast-growth 150 IT company in the Americas by CRN in 2022 and being named one of America's fastest-growing private companies by INC 5000 in 2022. That’s not all! Even CIO Review awarded us as the Most Promising Cloud Migration Company and Artificial Intelligence Solutions Provider in 2022.

Job Description:

Title: Partner Sales Manager - Anthropic Alliance

Position Type: Full Time

Location: Remote across India

Reports To: EVP, Alliances & Chief Alliance Officer

Role Type: Strategic Alliance Management (with co-sell coordination component)

Market Coverage: Global accounts, with priority on North America (given Anthropic's core commercial motion)

Role Overview

The Anthropic Alliance Manager is an India-based, relationship-focused role that owns Intuitive's strategic partnership with Anthropic. You serve as the primary bridge between Anthropic's field, partner teams, and Intuitive's sales, solutions architecture, marketing, and delivery organizations. This is fundamentally an alliance and partner sales management role where success is measured by partnership health, enablement effectiveness, and coordinated co-sell execution.

Approximately 50% alliance & partnership management, 50% co-sell coordination and deal support.

You will be the single accountable owner of Intuitive's Anthropic relationship end-to-end—from navigating Anthropic's organization and understanding their priorities to enabling your teams to co-sell effectively, registering deals, managing co-investment programs, and facilitating handshakes between Anthropic's sellers and Intuitive's sales, GTM, delivery, and solutions teams.

Claude is most frequently deployed through Intuitive's existing hyperscaler routes (AWS Bedrock, Google Cloud Vertex AI, Databricks), so you work closely with Intuitive's AWS, Google Cloud, and Databricks alliance managers to coordinate deal routing, funding, and customer handoffs—while remaining the single orchestrator of the Anthropic relationship itself.

Key Insight:

This role requires deep alliance management skills (relationship navigation, program maturity, stakeholder alignment) alongside co-sell coordination (opportunity identification, deal support, enablement). You succeed by building a healthy, productive partnership with Anthropic while facilitating meaningful co-sell pipeline for Intuitive's teams.

Key Responsibilities

Alliance & Partnership Management (50%)

Relationship Ownership & Navigation

• Serve as Intuitive's primary interface with Anthropic across all dimensions:
• Anthropic North America field sellers and account executives
• Anthropic partner development managers and solutions architects
• Anthropic partner program leadership
• Build and maintain trusted relationships with Anthropic executives and field:
• Establish regular engagement cadence (monthly business reviews, quarterly strategic alignment)
• Communicate Intuitive's capabilities, constraints, and growth priorities
• Escalate partnership issues (deal conflicts, program gaps, capability gaps) and drive resolution
• Serve as advocate for Intuitive within Anthropic organization
• Represent Anthropic's priorities and feedback internally to Intuitive leadership
• Manage Anthropic's perception of Intuitive:
• Demonstrate Intuitive's credibility, reliability, and delivery excellence
• Educate Anthropic on Intuitive's market position, customer base, and unique capabilities
• Highlight Intuitive's competitive differentiation and fit for partnership
• Build confidence for expanded co-sell opportunities and priority in competitive deals

Claude Partner Network (CPN) Program Management & Compliance

• Own Intuitive's presence in Claude Partner Network:
• Maintain accurate partner records and program tier status in Anthropic systems
• Ensure 100% compliance with CPN requirements and reporting
• Track and report on program benefits, co-investment allocations, and utilization
• Submit customer success stories and case studies demonstrating joint value
• Drive partner program maturity and advancement:
• Understand CPN tier structure and requirements (Registered → Select → Preferred)
• Identify and track progress toward tier advancement
• Align with Anthropic on capability development roadmap
• Advocate for program enhancements or adjustments based on Intuitive's needs
• Manage co-investment and MDF programs:
• Coordinate approval and deployment of co-investment funds with Anthropic
• Develop annual co-marketing and enablement budget
• Track MDF utilization and ROI (campaigns, events, webinars)
• Report on fund effectiveness and recommend optimization
• Identify high-impact investment opportunities (customer events, certifications, demand gen)

Enablement & Capability Development