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Salary: USD 215,000 - 300,000 / annual
Anthropic is seeking a Channel Partner Manager for the Public Sector to own and scale the company's reseller and distributor relationships across US federal, state, and local government. This is a hybrid role based in Washington, DC, requiring at least 25% in-office presence.
You will split your time between two core areas: partner management and channel operations. On the partner management side, you will serve as the primary Anthropic contact for public sector partners, develop joint business plans with each partner covering target segments, contract vehicles, pipeline, enablement and marketing, and conduct regular business reviews. You will align partner and direct sales motions with Anthropic's federal, state, local, and education account teams to prevent conflicts and route opportunities through the right channels.
On the channel operations side, you will build and run the processes that enable partners to transact with Anthropic efficiently. This includes end-to-end partner onboarding (application through first transaction), managing partner agreements with Legal, owning deal registration and conflict clearance, administering rebates and incentives with Finance, and building operating processes for quoting, order handling, and partner reporting. You will also manage partner escalations across billing, contracting, and deal conflicts, and coordinate with cloud providers' public sector teams to ensure partner deals run smoothly through cloud marketplaces and authorized environments like FedRAMP.
Additionally, you will forecast and report partner-sourced pipeline and resale revenue, represent partner and buyer needs to the central reseller program team, and help shape how the program evolves based on market feedback.
This is an early-stage opportunity: much of the channel operations infrastructure does not yet exist at Anthropic, and building it to a standard partners and internal teams can rely on will be a significant part of your first year.
**Requirements:**
- 7+ years in channel, partner, or alliances roles in enterprise software or cloud, with at least 3 years focused on US public sector
- Direct experience managing reseller or distributor relationships that sell to government or education buyers
- Working knowledge of how public sector buyers purchase technology, including contract vehicles, two-tier distribution, and the role of resellers in public procurement
- Working fluency in channel program mechanics (deal registration, partner onboarding, margin, rebates)
- Experience running channel or partner operations, including agreements, program administration, reporting, and supporting systems
- Experience building processes and working rhythms from zero; comfort joining a new program early
- Clear written and spoken communication with Legal, Finance, and Sales teams; judgment to hold program rules under commercial pressure
- Excitement about Anthropic's mission to develop safe and beneficial AI
- Bachelor's degree or equivalent combination of education, training, and professional experience
**Preferred qualifications:**
- Experience with FedRAMP and selling software in authorized cloud environments
- Experience with federal, state, and education contract vehicles
- Experience with cloud marketplace resale for public sector buyers, including private offers
- Experience on both the reseller/distributor and vendor sides of a relationship
- Familiarity with how government agencies and education institutions are evaluating and adopting AI
