Head of Partner Management & Ecosystem Growth

EngineersOfAI; San Francisco, Northern (CA, KY); Hybrid; USD 200,000 - 350,000; Full time

Job summary

Anthropic is seeking a Head of Partner Management & Ecosystem BD to lead a team of Partner Account Managers responsible for the full range of services partnerships and to develop and execute commercial strategies for the ecosystem in partnership with Sales. You’ll coach PAMs, shape operating models, and build programs and playbooks to scale with quality.

The role combines leadership, partner strategy, and execution across a diverse ecosystem, working closely with partnerships leadership, sales,

Responsibilities

• Lead, coach, and develop a team of Partner Account Managers covering Anthropic's services partners, from global SIs and consultancies through to AI-native boutique partners
• Set clear expectations, goals, and operating standards; hold the team accountable to partner revenue, pipeline, and program outcomes
• Hire and retain exceptional talent; build a team culture grounded in rigor, partnership, and care for Anthropic's mission
• Develop and execute commercial strategies for the partner ecosystem in partnership with Sales — defining joint account plans, co-sell priorities by segment and industry, and pipeline and revenue targets that both organizations own
• Develop new ways of going to market, while also managing the tri-party motion with our cloud service partners and tech company partnerships
• Build the rules of engagement between PAMs and account teams: how partners are brought into deals, how sourced and influenced pipeline is attributed and forecast, and how conflicts are resolved
• Identify and launch new partner-led routes to market — industry solutions, packaged offerings, marketplace transactions — and prove them out with a small set of partners before scaling across the portfolio
• Own the ecosystem's contribution to the revenue plan; report on partner-sourced and partner-influenced pipeline, bookings, and consumption to partnerships and sales leadership
• Shape the operating model for each segment of the ecosystem: how PAMs plan with partners, run QBRs, forecast, track partner health, and prioritize their time across a portfolio
• Design engagement models that fit the partner — executive-level, multi-threaded relationships with global SIs alongside scalable, programmatic coverage for boutique and regional partners
• Partner with the broader SI program to adapt tier

Job description

Anthropic is seeking a Head of Partner Management & Ecosystem BD to lead a team of Partner Account Managers responsible for the full range of services partnerships and to develop and execute commercial strategies for the ecosystem in partnership with Sales. You’ll coach PAMs, shape operating models, and build programs and playbooks to scale with quality.

The role combines leadership, partner strategy, and execution across a diverse ecosystem, working closely with partnerships leadership, sales,