Partner Alliance Manager – Regional & Specialist Systems Integrators

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