# Head of Partner Account Management & Ecosystem BD

**Company:** [Anthropic](https://hotfix.jobs/companies/anthropic)
**Location:** San Francisco, CA, New York, NY
**Role:** Partnerships
**Salary:** $425k – $580k/yr
**Experience:** 8+ years
**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
**Posted:** 2026-09-02

> 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.

## Job Description

## 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.

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