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Anthropic

Head of Partner Programs

Own and design Anthropic's global partner program portfolio end-to-end, including tier structures, incentive mechanics, economics, and new program tracks. Build partner programs from scratch and drive cross-functional execution with Finance, Legal, Enablement, and Ops.

300k – 355kSan Francisco, CAPartnershipsHybrid7+ YOE
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About the role

Key Responsibilities

  • Own the global partner program portfolio, including tier structure, incentive mechanics, and program economics
  • Lead the FY27 partner program planning cycle with Finance, including the Frontier incentive refresh
  • Ship at least one new program track — ISV, industry specialization, or net-new — within the first six months
  • Re-cut tier economics based on observed partner behavior and deployed consumption data
  • Write the program memos: clean, four-to-six page documents that name trade-offs explicitly and move through Finance, Legal, Enablement, and Ops on a self-set timeline
  • Serve as the primary point of contact for partner principals on program structure questions

Minimum Qualifications

  • Experience building a partner program from scratch — not refreshing an existing one, but writing the v1 memo, making the foundational assumptions, and shipping to launch
  • Fluency in partner economics: rebate envelopes, partner unit economics, run-rate floors, partner-level caps, and anti-stack rules
  • Demonstrated ability to defend program financial modeling in front of senior finance stakeholders without hedging
  • Strong written communication skills, with a track record of producing clear, structured memos on complex, multi-stakeholder design problems

Preferred Qualifications

  • 7+ years of experience in partner programs, channel strategy, or business development at a high-growth software company
  • Experience at a company with a mature partner ecosystem (e.g., AWS, Databricks, Snowflake, Salesforce, Stripe, or comparable)
  • Familiarity with deployed-consumption partner economics, as distinct from bookings-based models
  • Experience designing or operating industry specialization programs
  • Exposure to GSI and SI partner motions at the principal level

Skills

Partner Program DesignChannel StrategyPartner EconomicsIncentive DesignFinancial ModelingBusiness DevelopmentProgram ManagementStakeholder ManagementMemo WritingDeployed Consumption Economics

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