Head of Partner Account Management & Ecosystem BD
Leads Anthropic’s services partner management organization, owning team development, ecosystem strategy, partner-sourced revenue, and co-selling motions with Sales. Requires senior experience driving SI or consulting-channel revenue, managing partner-facing teams, and executing complex enterprise partnerships.
About the job
Responsibilities
- Lead, coach, and develop Partner Account Managers covering global SIs, consultancies, regional partners, and AI-native boutique partners.
- Set team goals and operating standards; own partner revenue, pipeline, and program outcomes.
- Hire and retain talent and build a rigorous, collaborative team culture.
- Develop commercial strategies with Sales, including joint account plans, co-sell priorities, pipeline targets, and revenue targets.
- Manage multi-party go-to-market motions involving services partners, cloud service providers, and technology partners.
- Define rules of engagement, pipeline attribution and forecasting, deal participation, and conflict resolution.
- Launch partner-led routes to market such as industry solutions, packaged offerings, and marketplace transactions.
- Own reporting on partner-sourced and partner-influenced pipeline, bookings, and consumption.
- Shape partner operating models, QBRs, forecasting, partner-health tracking, and portfolio prioritization.
- Design scalable engagement models for strategic, regional, and boutique partners.
- Evolve partner tiers, benefits, requirements, playbooks, enablement, onboarding, activation, and growth programs.
- Partner with enablement, product, solutions, sales, marketing, legal, finance, and operations teams to improve partner readiness and outcomes.
- Surface partner, market, and product insights for broader strategy and roadmap decisions.
Requirements
- Experience leading partner sales, channel sales, alliances, or partner management at a technology company with ownership of a revenue number.
- Experience managing partner-facing teams, including senior individual contributors.
- Demonstrated success driving revenue through SI or consulting partner channels.
- Executive relationships with senior stakeholders at major consulting and services firms.
- Experience developing commercial strategy with Sales, including co-selling, joint account planning, and partner-sourced pipeline.
- Strong commercial acumen and experience with complex deals, negotiations, and enterprise sales cycles.
- Fluency in partner KPIs, pipeline forecasting, and dashboards.
- Excellent communication and relationship-building skills.
- Willingness to travel for partner relationships and customer engagements.
- Interest in AI and commitment to building safe, beneficial AI systems.
Nice-to-haves
- Experience building and scaling commercially focused partnerships organizations.
- Experience with multi-party go-to-market motions involving cloud providers and technology partners.
- Familiarity with hyperscaler co-sell programs and marketplace transactions.
- Experience building partner tiers, enablement programs, playbooks, and operating cadences.
- Experience managing both strategic accounts and broad partner portfolios.
- Experience with global SIs, consultancies, specialist firms, regional firms, or AI-native services partners.
- Experience in AI, cloud platforms, or other high-growth technology categories.
- Experience managing teams across geographies and cultures.
- Background spanning partner management, enterprise sales, partner sales, or alliances.
Skills
Partner Management, Channel Sales, Alliance Management, Enterprise Sales, Co-Selling, Joint Account Planning, Pipeline Forecasting, Revenue Forecasting, Partner Kpis, Partner Programs, Marketplace Transactions, Cloud Services, Salesforce
Similar jobs
Partnerships jobs
OpenAI
San Francisco, CALeads OpenAI’s global PwC alliance, setting strategy, executive governance, joint go-to-market motions, and customer delivery priorities. Requires deep PwC partnership experience, enterprise technology fluency, commercial judgment, and the ability to align complex organizations without formal authority.
OpenAI
San Francisco, CA
Leads OpenAI’s global McKinsey alliance, owning strategy, executive governance, pipeline, co-selling, deployment scale, and long-term growth. The role requires senior partnership leadership, enterprise AI fluency, board-level transformation experience, and the ability to coordinate complex cross-functional and partner-led organizations.
OpenAI
San Francisco, CALeads strategy, origination, negotiation, and execution of complex B2B partnerships across digital-native and enterprise sectors. Requires 10+ years in partnerships, business development, enterprise technology, or platform ecosystems, plus strong executive engagement and cross-functional leadership.
Vanta
United States
Leads Vanta’s public-sector partnerships strategy across Federal and SLED, owning partner network development, partner-sourced revenue, programs, and team growth. Requires 10+ years in public-sector channels or partnerships, deep FedRAMP/CMMC ecosystem knowledge, and substantial people-management experience.
Oscilar
United States
Leads OEM, data-provider, and Global System Integrator partnerships for an AI risk decisioning platform, owning negotiations, joint go-to-market motions, and partner operations. Requires 7+ years of partnerships experience and deep financial-services risk expertise.