Partner Alliance Manager – Regional & Specialist Systems Integrators

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 As a Partner Alliance Manager at Anthropic, you'll own a portfolio of named systems integrator partners — regional SIs, AI-specialist consultancies, digital-native boutiques, and mid-market global firms — and drive measurable revenue impact through them. This is a portfolio management role: you'll run a consistent operating rhythm across multiple partners simultaneously, make disciplined investment decisions based on commercial signal, and activate partners through scalable, repeatable plays. You'll be evaluated on aggregate portfolio contribution — sourced and influenced pipeline, closed ARR — as well as partner activation velocity and the quality of your decisions about where to concentrate investment. You'll be joining Anthropic at a pivotal moment in the development of our partner ecosystem. The partners you activate today will help shape how enterprises access and deploy frontier AI at scale. Key responsibilities Portfolio Management at Scale — Own the end-to-end relationship for ~4 named SIs across sell-to / sell-with / sell-through. Run a single operating rhythm (weekly pipeline sync, monthly business review, quarterly plan refresh) applied consistently across all partners. Maintain a portfolio health scorecard and reallocate time monthly based on leading indicators. Pipeline Build & Close — Personally drive pipeline generation with each partner — joint account targeting, AE mapping, deal registration — and stay on the top 2–3 opportunities per partner through to close. Carry an aggregate portfolio target for partner-sourced pipeline and influenced ARR. Partner Activation — Take partners from signed → producing in <90 days using the standard activation playbook (enablement, first 3 registered deals, first reference). Own the activation checklist for each partner; no bespoke onboarding. Enablement & Practice Development — Drive partner consumption of existing certification, Claude Code Labs, and solution-starter assets. Help each partner stand up a credible Claude practice — named practice lead, certified bench (target 50–150 practitioners in 6 months), 1–2 repeatable offerings, and first customer reference. Stakeholder Management — Many of these firms are founder-led or run by strong, opinionated principals. Build trust with senior partner leadership, hold the line on program standards and AE/SA bandwidth, and navigate big personalities without letting the loudest partner consume disproportionate investment. Spot the Rising Stars — Continuously assess each partner against graduation signals (sourced pipeline, win rate, practice depth, executive commitment). Recommend promote / hold / exit decisions quarterly and build the case for increased investment in breakout performers. Minimum qualifications Experience in partner or alliance management, channel sales, or partner-facing business development at a technology company Demonstrated experience managing a multi-partner portfolio with a quota — not a single named-partner relationship Experience working with regional SIs, boutique consultancies, or digital-native services firms Proven ability to take a partner from zero to first revenue within a defined timeframe, and to support partners in building a services practice around a new technology platform Strong operational discipline: ability to run multiple partner cadences in parallel using CRM tools, scorecards, and structured trackers Solid commercial acumen across deal registration, referral and resell economics, market development funds, and co-sell execution Preferred qualifications 5+ years in partner or alliance management, channel sales, or partner-facing business development Experience at a high-growth AI or cloud infrastructure company Track record of identifying breakout partners and individuals early, and accelerating investment in them before the signal is obvious Comfort navigating demanding senior stakeholders, setting limits on low-signal partners, and communicating those decisions clearly to internal teams Familiarity with the Claude ecosystem, LLM API integrations, or enterprise AI deployment The annual compensation range for this role is listed below.  For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $215,000 — $300,000 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 th