Industry Principal, Business Value

About the role 

As an Industry Principal, Business Value at Anthropic, you’ll act as a strategic partner to prospective and current customers. You’ll work closely with sales teams and C-level executives to discover, quantify, and communicate the financial and strategic value of deploying frontier AI across the enterprise. By translating complex technological and operational benefits into hard financial metrics — ROI, total cost of ownership, payback period — you’ll help customers justify transformational decisions and accelerate complex sales cycles.

You’ll partner with Account Executives, Applied AI, and GTM leadership across our industry verticals, building the business cases behind Anthropic’s largest enterprise deployments — and helping customers measure and validate the value they realize.

Key responsibilities:

• Value discovery: facilitate workshops with key stakeholders (Finance, Operations, IT, HR) to uncover business drivers and operational inefficiencies
• Business case development: build robust financial models, ROI analyses, and Total Cost of Ownership (TCO) comparisons that articulate the value proposition
• Executive presentation: translate data-driven insights into board-room-ready presentations tailored to economic buyers
• Sales enablement: coach cross-functional sales teams to have compelling, value-oriented conversations and equip them with value-selling tools and frameworks
• Value realization: partner with customers post-implementation to measure and validate that the promised business value has been achieved

Minimum qualifications:

• 15+ years in management consulting, corporate strategy, financial analysis, or enterprise software sales
• Deep understanding of corporate finance and P&L management, with the ability to interpret customer financial data
• Exceptionally strong presentation and storytelling skills with a proven track record of successfully engaging C-suite executives
• Proficiency in building dynamic quantitative models (Excel, ROI tooling) to support decision-making
• Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic’s mission of building safe, beneficial AI

Preferred qualifications:

• MBA or equivalent advanced degree
• Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to enterprises in these industries
• Experience building or scaling a value-engineering / business-value practice at an enterprise software or AI company
• Familiarity with generative AI economics and consumption- or usage-based commercial models