Enterprise Account Executive, Federal Partners Sales
Drive revenue by selling Anthropic's frontier AI solutions directly to Systems Integrators and ISVs in the public sector. Own full sales cycle, navigate technical conversations with engineering teams, coordinate with cloud providers, and provide partner feedback to influence product roadmap. Requires 7+ years enterprise partner sales experience.
About the job
Responsibilities
- Win new business and drive revenue for Anthropic by directly selling to Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close
- Identify net-new revenue by selling to SIs with prime contracts, helping them integrate AI into their technology stack and consulting practices to differentiate their offerings, accelerate delivery, and win more competitive bids
- Navigate complex technical sales conversations with partners' engineering and product teams
- Work with partners' technical teams to ensure successful implementation, adoption and deployment of Anthropic's AI capabilities into their solutions
- Coordinate with cloud providers (AWS, GCP) to align technical and commercial aspects of deals
- Build deep relationships with key decision makers within partner organizations
- Provide market intelligence and partner feedback to product teams to influence our roadmap and feature development
- Create and maintain sales playbooks specific to SI and ISV sales motions
- Track and forecast sales pipeline specific to the partner segment
Requirements
- 7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs
- Strong track record of closing complex technical sales to partner organizations
- Deep understanding of SI and ISV business models, buying processes, and technology evaluation criteria
- Experience navigating technical requirements and security standards specific to public sector implementations
- Proven ability to exceed revenue targets in partner-focused sales roles
- Strong technical acumen and ability to engage with partners' engineering teams
- Experience coordinating with cloud providers in complex deal scenarios
- Excellent communication skills and ability to present to both technical and business audiences
- Strategic thinking combined with hands-on sales execution capabilities
- Understanding of public sector procurement processes and how partners operate within them
- A passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations
- Bachelor’s degree or an equivalent combination of education, training, and/or experience in a relevant field
Nice-to-Haves
- Security clearances preferred
Skills
Enterprise Sales, Systems Integrators, Isv Sales, Technical Sales, Public Sector Sales, AWS, GCP, Sales Pipeline Management, Sales Playbooks, CRM, Security Standards, Procurement Processes
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