Manager, Account Executive - GSIs

About the role

As a Sales Manager at Anthropic, you’ll lead a team of Strategic Account Executives driving the adoption of safe, frontier AI by winning and growing the world’s largest global systems integrators and consultancies — as both strategic customers and go-to-market partners. You’ll leverage your leadership and consultative sales expertise to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering, Partnerships, and Product teams, you’ll help partners embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM and Marketing teams, you’ll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.

The ideal candidate will have a passion for developing people, identifying market opportunities, and executing strategies to capture them. By leading the deployment of Anthropic’s emerging products, you will help systems integrators and their clients obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Recruit, coach, and retain Strategic Account Executives with deep partner/alliance and platform-selling expertise; develop leadership talent and create career paths that keep top performers growing
• Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable across each GSI partner and across both the sell-to and co-sell motions, partnering with Marketing, Enablement, Partnerships, and the partners themselves to scale them
• Engage personally with C-level executives at the GSIs — and, on co-sell pursuits, at their enterprise clients — building business cases and value narratives and navigating complex procurement, security, and legal processes through to production deployment and expansion
• Own the organization's revenue targets and operating rhythm, instilling pipeline-generation discipline and running forecasting, deal inspection, and account planning cadences that make performance predictable and coachable across both the internal-adoption and co-sell pipeline
• Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate partner and client needs into product and roadmap input
• Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships (PAMs), Legal, and cloud partners to deliver a seamless experience, and represent Anthropic with partners and at industry events as a visible, trusted leader

You may be a good fit if you have:

• Experience leading strategic sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms
• A track record of winning and growing strategic customers and/or partners, including building C-suite relationships, ideally with global systems integrators, consultancies, or other large partner/alliance ecosystems
• Experience designing go-to-market coverage for a strategic sales team, including account and partner prioritization
• Operational rigor across both a high-volume pipeline and complex, multi-stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast-changing environments
• Credibility with technical buyers and builders — CIOs, CTOs, CDOs — and experience pairing effectively with solutions architects and applied AI teams
• Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high-priority opportunities
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI

Strong candidates may have:

• Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to global systems integrators and consultancies, or to market through partner and alliance channels
• Established executive relationships and a strategic-deal track record within global systems integrators or consultancies (e.g., Accenture, Deloitte, PwC, KPMG, EY, TCS, Infosys, Capgemini)
• Experience running co-sell and build-with motions with global systems integrators and cloud partners such as AWS and Google Cloud
• Familiarity with consumption- or usage-based commercial models and value-based pricing conversations