Manager, Account Executive - GSIs
Lead a team of Strategic Account Executives selling frontier AI to global systems integrators and consultancies as both customers and GTM partners. Own revenue targets, coach AEs, and drive adoption of Anthropic's AI products through complex enterprise sales cycles.
About the job
Responsibilities
- Recruit, coach, and retain Strategic Account Executives with deep partner/alliance and platform-selling expertise; develop leadership talent and create career paths
- Codify use cases, proof points, reference stories, and sales motions for repeatable wins across GSI partners in both sell-to and co-sell motions
- Engage personally with C-level executives at GSIs and enterprise clients, building business cases and navigating complex procurement, security, and legal processes
- Own revenue targets and operating rhythm, including pipeline-generation discipline, forecasting, deal inspection, and account planning
- Partner with Applied AI, Solutions Architecture, and Product teams to design solutions and translate partner/client needs into product input
- Orchestrate cross-functional motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners; represent Anthropic at industry events
Requirements
- Experience leading strategic sales teams selling technical, complex products (API-first platforms, cloud infrastructure, data/ML platforms)
- Track record winning and growing strategic customers/partners, including C-suite relationships with global systems integrators, consultancies, or large partner ecosystems
- Experience designing go-to-market coverage including account and partner prioritization
- Operational rigor across high-volume pipeline and complex multi-stakeholder sales cycles with accurate forecasting
- Credibility with technical buyers (CIOs, CTOs, CDOs) and experience pairing with solutions architects and applied AI teams
- Strong coaching skills that raise team performance through deal coaching and account strategy
Nice-to-Haves
- Experience bringing generative AI/LLM products or emerging platform technologies to GSIs/consultancies via partner channels
- Established executive relationships within global systems integrators (Accenture, Deloitte, PwC, KPMG, EY, TCS, Infosys, Capgemini)
- Experience running co-sell and build-with motions with GSIs and cloud partners (AWS, Google Cloud)
- Familiarity with consumption/usage-based commercial models and value-based pricing
Compensation & Benefits
- Annual OTE: $450,000–$550,000 USD (includes base salary + commissions/bonuses)
- Minimum education: Bachelor’s degree or equivalent combination of education, training, and experience
- Location-based hybrid policy: Staff expected in office at least 25% of the time
- Visa sponsorship available
Skills
Strategic Account Management, Sales Leadership, Go-to-Market Strategy, Pipeline Management, Forecasting, C-Suite Relationship Building, Deal Coaching, Partner Alliances, Co-Sell Motions, Api-First Platforms, Cloud Infrastructure, Machine Learning Platforms, Generative AI, Value-Based Pricing
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