Responsibilities
- Build trusting, strategic relationships with key customer decision makers to understand their business and objectives, identifying opportunities for optimization and expansion
- Become an expert in Anthropic's products across API, Claude Code and Claude for Enterprise, understanding the technical nuances and best practices for each to guide customers to the right solutions
- Leverage your deep knowledge of the customer and their industry vertical to proactively drive usage planning, understanding current and future consumption/adoption and how it creates realized value for the customer
- Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments
- Serve as the customer's thought partner, enhancing their knowledge of Claude products by socializing Anthropic's product roadmap, driving awareness on new products and engaging Product PMs
- Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment
- Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales to discover new applications for Claude across different departments, teams, and workflows
- Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement
- Own the customer experience across their lifecycle — managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic
- Develop scalable engagement strategies and playbooks for your Industry portfolio, balancing high-touch strategic accounts with efficient coverage models to maximize impact across all customers
Requirements
- 6+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering
- Experience working with enterprises in Financial Services, Systems Integrators, Semiconductor, Manufacturing or Retail industries
- Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across a set of diverse stakeholders—from developers and product managers to executives and end users
- Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each
- Strategic mindset to identify growth opportunities and translate them into actionable expansion plans
- Proven track record managing a portfolio of accounts while maintaining strong relationships and driving measurable outcomes
- Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs
- Passion for AI and interest in responsible development of advanced systems
- A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality—you're a true team player
Annual OTE: $200,000—$260,000 USD (includes base salary and sales commissions/bonuses)
AnthropicNew York, NY
