Senior Partner Account Manager –Global Systems Integrator Alliances

About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role Anthropic is looking for a Senior Partner Account Manager (PAM) to own our relationship with one to two of the world's largest global systems integrators. This is a general-management role disguised as an alliance role: you will set the multi-year joint strategy with the partner's C-suite, negotiate the strategic agreement that underpins it, and then build the machine — go-to-market, solution co-development, delivery readiness, and enablement at a scale of tens of thousands of practitioners — that turns Claude into one of the partner's largest and fastest-growing practices. You will be measured on the size and health of the joint business: progress against a $1B+ Claude practice plan, Anthropic ARR sourced and influenced through the partner, certified and delivery-ready practitioners (50,000+), co-developed solutions in market with reference-able customers, and the depth of executive alignment on both sides. Key responsibilities • Own the joint business. Build and run a multi-year joint business plan with each GSI covering services bookings, Anthropic ARR, priority industries and geographies, investment, and headcount. Report on it to Anthropic and partner executive leadership quarterly. • Lead at the C-suite. Be the primary Anthropic relationship owner for the partner's Group CEO, service-line and industry CEOs, CTO/Chief AI Officer, and Chief Learning Officer. Map and activate Anthropic executive sponsors, run CEO-level QBRs, and shape the partner's public AI narrative (earnings calls, analyst days, flagship events) around Claude. • Negotiate the strategic agreement. Structure and close multi-year strategic collaboration agreements spanning consumption and resale commitments, co-investment and market development funds, co-marketing, IP and solution terms, and enterprise-wide internal deployment of Claude across the partner's own workforce. • Co-develop solutions. Partner with Anthropic Product, Applied AI, and the GSI's CTO office to co-build industry and horizontal offerings, agentic and Claude Code delivery accelerators, and reference architectures; take them to market with named launch customers and published references. • Build a 50,000+ practitioner practice. Design and land a certification and delivery-readiness system inside the partner — embedded in their academy/L&D, train-the-trainer led, tied to Claude Partner Network tier requirements — and hold the partner accountable to capability they build themselves rather than capacity Anthropic supplies. • Drive global co-sell. Stand up joint account planning and pursuit governance with Anthropic field leadership across NA, EMEA, and APAC; personally engage on the largest strategic pursuits; ensure clean attribution through deal registration and CRM discipline. • Run alliance governance. Establish and chair a joint steering committee with named workstreams (GTM, solutions, delivery readiness, enablement, marketing), clear owners on both sides, and a published operating cadence. • Lead through others. Orchestrate a global virtual team of partner solutions architects, partner marketing, enablement, regional PAMs, and sales leaders; mentor PAMs across the team; scope and make the case for dedicated resourcing as the business scales. • Shape the program. Bring the voice of the largest GSIs into Anthropic's partner strategy, Elite-tier program design, and product roadmap. Minimum qualifications • 15+ years in alliances, partner sales, or consulting leadership, including 8+ years owning a top-tier GSI relationship (e.g., IBM, NTT Data, Capgemini) at a hyperscaler or category-defining enterprise software/AI company — or the mirror-image role leading a hyperscaler/AI alliance from inside a GSI. • A track record of personally building or scaling a partner practice to $500M–$1B+ and tens of thousands of trained practitioners, with the joint business plan, governance, and metrics to show for it. • Demonstrated C-suite presence: you have set agendas with GSI Group CEOs and service-line leaders, and you can hold a strategy conversation and a commercial negotiation in the same meeting. • Experience negotiating and closing multi-year strategic collaboration agreements with nine-figure commitments. • Fluency in GSI economics — utilization, pyramid, offering margin, industry P&Ls, delivery-center models — and how a new technology practice actually gets funded and staffed inside one. • A strongly commercial orientation: you are a business driver first and a relationship manager second, and you are comfortable pushing a partner to invest in its own capability. • Global operating experience across NA, EMEA, and APAC, including time with India-based delivery leadership. • Low ego, high curiosity, and a habit of making the people around you better; you put the mission ahead of personal credit. Preferred qualifications • Experience launching co-developed partner solutions with a product/engineering organization, including agentic or developer-tooling offerings. • Prior ownership of a large-scale partner certification or academy program. • Hands-on familiarity with Claude, Claude Code, LLM application architectures, and enterprise AI deployment and governance. • Experience at a high-growth company where the program was being built while the plane was flying. The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $300,000—$365,000 USD Logistics Minimum educatio