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Anthropic is seeking a Head of Partner Account Management & Ecosystem Business Development to lead the strategy and execution of the company's services partner ecosystem—a critical channel for bringing Claude to enterprise customers globally. This role combines team leadership, partner strategy, and commercial execution.
You will lead a team of Partner Account Managers responsible for managing relationships across the full spectrum of services firms: global system integrators, major consultancies, specialist and regional SIs, and AI-native boutique partners. Your responsibilities span both people leadership and commercial strategy. On the team side, you'll hire, coach, and develop exceptional PAMs, set clear expectations and accountability metrics, and build a culture grounded in rigor and partnership. On the commercial side, you'll work closely with Sales leadership to define where and how partners create revenue for Anthropic—which partners co-sell in which accounts and industries, how partner-sourced and partner-influenced pipeline is built and forecast, and what joint account plans look like when both organizations own the number.
Key responsibilities include: leading and developing the PAM team; setting goals and holding the team accountable to partner revenue, pipeline, and program outcomes; developing and executing commercial strategies for the partner ecosystem in partnership with Sales; defining joint account plans and co-sell priorities by segment and industry; building rules of engagement between PAMs and account teams; identifying and launching new partner-led routes to market; owning the ecosystem's contribution to the revenue plan; shaping the operating model for each partner segment; designing engagement models that fit different partner types (executive-level relationships with global SIs, scalable programmatic coverage for boutique partners); partnering with the SI program on tier structure and benefits; building and evolving playbooks for partner recruitment, onboarding, activation, and growth; ensuring partners have training, certifications, and technical resources to build production-grade Claude solutions; identifying gaps in partner readiness and driving cross-functional investment; collaborating across sales, operations, marketing, legal, and finance; and surfacing partner, market, and product insights to inform broader partner strategy.
This role sits at the intersection of team leadership, partner strategy, and operational execution. You'll stay close enough to engage directly with partner leadership when it matters, while investing most of your time in making your team and the broader ecosystem more effective.
