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Senior Partner Account Manager –Global Systems Integrator Alliances

Anthropic· Sales
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Hybrid (San Francisco, CA), Hybrid (New York City, NY)$300k - $365kFull-timePosted 8mo ago

About the role

Senior Partner Account Manager to own relationships with one to two of the world’s largest global systems integrators, defining multi-year joint strategy, negotiating strategic agreements, and building a large-scale, partner-enabled practice around Anthropic’s Claude platform.

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 executive sponsors, run CEO-level QBRs, and shape the partner's public AI narrative 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 deployment of Claude across the partner's workforce.
  • Co-develop solutions. Partner with 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 — accountability for capability built by the partner.
  • Drive global co-sell. Stand up joint account planning and pursuit governance with Anthropic field leadership across NA, EMEA, and APAC; engage on large 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; scope and justify 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.

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: agendas with GSI Group CEOs and service-line leaders; capable of strategy conversations and commercial negotiations in one 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 funding/staffing a new technology practice inside a partner.
  • Strong commercial orientation; ability to push 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 others better; mission-driven.

Skills

Required:GSI relationship managementStrategic alliance negotiationJoint go-to-market planningExecutive communication
Last updated Aug 12, 2026. Interested? Apply on the company site.

About Anthropic

building reliable, interpretable, and steerable AI systems

Anthropic is an AI safety and research company that's working to build reliable, interpretable, and steerable AI systems.

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