Senior Partner Account Manager –Global Systems Integrator Alliances

Anthropic; New York (NY); Hybrid; USD 300,000 - 365,000; Full time

Benefits offered by this job

Competitive compensation

Equity option

Generous vacation and parental leave

Flexible working hours

Job summary

Anthropic is seeking a Senior Partner Account Manager to steward strategic relationships with one to two of the world’s largest GSIs. You will shape multi-year strategies at the executive level, negotiate agreements, and drive go-to-market, co-development, and delivery enablement for Claude-powered solutions across a vast practitioner base.

Ideal candidates have 15+ years in alliances, strong C-suite influence, and a proven track record of scaling partner practices to sizable revenue while

Qualifications

• 15+ years in alliances, partner sales, or consulting leadership.
• 8+ years owning a top-tier GSI relationship at a hyperscaler or enterprise software/AI company.
• Proven track record of building/scaling a partner practice to $500M–$1B+.
• Demonstrated C-suite presence with GSI leaders and executives.
• Experience negotiating multi-year strategic collaboration agreements with nine-figure commitments.

Responsibilities

• Own the joint business and build a multi-year joint plan with GSI partners.
• Lead at the C-suite, managing relationships with the partner's CEO, CTO/Chief AI Officer, and other leaders.
• Negotiate strategic multi-year agreements covering consumption, co-investment, and go-to-market terms.
• Co-develop industry and horizontal offerings with product, AI, and partner teams.
• Build a 50,000+ practitioner program including certification and delivery-readiness.
• Drive global co-sell initiatives across NA, EMEA, and APAC with executive alignment.
• Orchestrate a global alliance governance structure with named workstreams and cadence.
• Lead and mentor a global team of partner architects, marketing, enablement, and sales leaders.
• Shape Anthropic’s partner strategy, Elite-tier program, and product roadmap.

Skills

Alliances leadership

GSI relationship management

C-suite engagement

Strategic negotiation

Global operations

Cross-functional leadership

Education

Bachelor’s degree or equivalent

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 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 looking for a Senior Partner Account Manager (PAM) to own our relationship with one to two of the world's largest global systems integrators. This is a general-management role disguised as an alliance role: you will set the multi-year joint strategy with the partner's C-suite, negotiate the strategic agreement that underpins it, and then build the machine — go-to-market, solution co-development, delivery readiness, and enablement at a scale of tens of thousands of practitioners — that turns Claude into one of the partner's largest and fastest-growing practices.

You will be measured on the size and health of the joint business: progress against a $1B+ Claude practice plan, Anthropic ARR sourced and influenced through the partner, certified and delivery-ready practitioners (50,000+), co-developed solutions in market with reference-able customers, and the depth of executive alignment on both sides.

Key responsibilities

• Own the joint business. Build and run a multi-year joint business plan with each GSI covering services bookings, Anthropic ARR, priority industries and geographies, investment, and headcount. Report on it to Anthropic and partner executive leadership quarterly.
• Lead at the C-suite. Be the primary Anthropic relationship owner for the partner's Group CEO, service-line and industry CEOs, CTO/Chief AI Officer, and Chief Learning Officer. Map and activate Anthropic executive sponsors, run CEO-level QBRs, and shape the partner's public AI narrative (earnings calls, analyst days, flagship events) around Claude.
• Negotiate the strategic agreement. Structure and close multi-year strategic collaboration agreements spanning consumption and resale commitments, co-investment and market development funds, co-marketing, IP and solution terms, and enterprise-wide internal deployment of Claude across the partner's own workforce.
• Co-develop solutions. Partner with Anthropic Product, Applied AI, and the GSI's CTO office to co-build industry and horizontal offerings, agentic and Claude Code delivery accelerators, and reference architectures; take them to market with named launch customers and published references.
• Build a 50,000+ practitioner practice. Design and land a certification and delivery-readiness system inside the partner — embedded in their academy/L&D, train-the-trainer led, tied to Claude Partner Network tier requirements — and hold the partner accountable to capability they build themselves rather than capacity Anthropic supplies.
• Drive global co-sell. Stand up joint account planning and pursuit governance with Anthropic field leadership across NA, EMEA, and APAC; personally engage on the largest strategic pursuits; ensure clean attribution through deal registration and CRM discipline.
• Run alliance governance. Establish and chair a joint steering committee with named workstreams (GTM, solutions, delivery readiness, enablement, marketing), clear owners on both sides, and a published operating cadence.
• Lead through others. Orchestrate a global virtual team of partner solutions architects, partner marketing, enablement, regional PAMs, and sales leaders; mentor PAMs across the team; scope and make the case for dedicated resourcing as the business scales.
• Shape the program. Bring the voice of the largest GSIs into Anthropic's partner strategy, Elite-tier program design, and product roadmap.

Minimum Qualifications

• 15+ years in alliances, partner sales, or consulting leadership, including 8+ years owning a top-tier GSI relationship (e.g., IBM, NTT Data, Capgemini) at a hyperscaler or category-defining enterprise software/AI company — or the mirror-image role leading a hyperscaler/AI alliance from inside a GSI.
• A track record of personally building or scaling a partner practice to $500M–$1B+ and tens of thousands of trained practitioners, with the joint business plan, governance, and metrics to show for it.
• Demonstrated C-suite presence: you have set agendas with GSI Group CEOs and service-line leaders, and you can hold a strategy conversation and a commercial negotiation in the same meeting.
• Experience negotiating and closing multi-year strategic collaboration agreements with nine-figure commitments.
• Fluency in GSI economics — utilization, pyramid, offering margin, industry P&Ls, delivery-center models — and how a new technology practice actually gets funded and staffed inside one.
• A strongly commercial orientation: you are a business driver first and a relationship manager second, and you are comfortable pushing a partner to invest in its own capability.
• Global operating experience across NA, EMEA, and APAC, including time with India-based delivery leadership.
• Low ego, high curiosity, and a habit of making the people around you better; you put the mission ahead of personal credit.

Preferred Qualifications

• Experience launching co-developed partner solutions with a product/engineering organization, including agentic or developer-tooling offerings.
• Prior ownership of a large-scale partner certification or academy program.
• Hands-on familiarity with Claude, Claude Code, LLM application architectures, and enterprise AI deployment and governance.
• Experience at a high-growth company where the program was being built while the plane was flying.

The annual compensation range for this role is listed below.

Annual Salary

$300,000—$365,000 USD

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

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.

How We're Different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

Come work with us!

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours

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.

Guidance on Candidates' AI Usage

Learn about our policy for using AI in our application process.