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Salary: EUR 160,000 - 220,000 / annual
Anthropic is seeking a Partner Account Manager to build and scale the partner-driven revenue engine across Germany, Austria, and Switzerland (DACH). This is a builder role focused on transforming partnerships from early stage to a repeatable revenue machine.
You will own a defined portfolio of named partners, split between (a) DACH country practices of global system integrators (Accenture, Deloitte, Capgemini, PwC, BCG) where you coordinate with global alliance owners, and (b) regional system integrators, consultancies, and AI-native boutiques that DACH enterprises and Mittelstand companies actually purchase from. For each assigned partner, you own the strategic plan, enablement roadmap, co-sell motion with the DACH sales team, and the resulting partner-sourced and partner-influenced pipeline.
Key Responsibilities:
Partner Development & Execution: Run each partner as a structured pursuit with stakeholder mapping, joint account plans, target account identification, and quarterly business reviews. For GSI country practices, activate DACH teams against global frameworks and translate into concrete joint accounts. For regional SIs and boutiques, build relationships from scratch—selection, onboarding into the Claude Partner Network, enablement, and first joint deals. Guide partners in building repeatable Claude offerings (agentic engineering, use cases, enterprise adoption programs) for priority DACH industries: automotive, manufacturing, financial services, insurance, public sector, telco, pharma, and chemicals.
Performance & KPI Ownership: Own KPIs including partner-delivered use cases, partner-sourced and partner-influenced pipeline and revenue, enabled and certified consultants, partners progressing through Claude Partner Network tiers, and joint proposals submitted. Establish clear success metrics with each partner and drive regular business reviews. Report on partnership health, progress, and commercial outcomes with data-driven insights. Ensure every partner-attached deal is set up for customer success and expansion.
Market Development & Brand Building: Represent Anthropic in the DACH partner ecosystem at partner events, joint customer events, and partner-led marketing in German. Adapt the global partner playbook to DACH buying behavior (Mittelstand vs. DAX/SMI enterprises, long procurement cycles, works councils, local delivery preferences). Navigate regulatory and sovereignty topics (GDPR, EU AI Act, data residency, regulated industries) with partners and internal experts. Build differentiated joint value propositions so Claude becomes the default recommendation of the DACH consulting ecosystem.
Working Relationships: You will report to the International Partnerships leader and work day-to-day with the DACH and CEE Partnerships leader (based in Munich). You will partner closely with the regional sales leader, Account Executives, Customer Success, and Technical Account Management teams.
Location & Travel: Based in Germany, ideally Munich; Berlin or Frankfurt possible with regular time in Munich. Regular travel to partners and customers across Germany, Austria, and Switzerland, plus occasional travel to London and San Francisco.
Requirements:
- 8+ years of partner/alliances/channel experience with system integrators and consultancies in DACH, ideally at a cloud, data, or AI platform company
- Existing relationships in DACH practices of large SIs and/or regional consultancies and boutiques; knowledge of who runs AI and data practices in Germany, Austria, and Switzerland
- Builder mentality—comfortable starting from a small base and scaling a partner business; enjoy doing the work yourself
- Data-driven, KPI-oriented, comfortable being measured on partner-sourced pipeline; track record of driving incremental revenue through partners in DACH
- History of protecting customer experience and brand through partners; ability to say no to partners that cannot deliver
- Competitive drive—obsessed with winning and creating differentiation
- Collaborative approach; work as extension of DACH sales team and with Applied AI, Technical Success, partner marketing, and global GSI alliance owners
- Business-fluent German (C1+ / native) and English; able to run partner executive conversations and enablement sessions in German
- Based in Germany and willing to travel regularly within DE/AT/CH and occasionally to London and San Francisco
- Passion for AI and alignment with Anthropic's mission of beneficial AI development
- Bachelor's degree or equivalent combination of education, training, and professional experience
- Field of study relevant to the role as demonstrated through coursework, training, or professional experience
