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Anthropic is seeking a Partner Alliance Manager to own a portfolio of named systems integrator partners—regional SIs, AI-specialist consultancies, digital-native boutiques, and mid-market global firms—and drive measurable revenue impact through them.
This is a portfolio management role where you'll run a consistent operating rhythm across multiple partners simultaneously, make disciplined investment decisions based on commercial signal, and activate partners through scalable, repeatable plays. You'll be evaluated on aggregate portfolio contribution (sourced and influenced pipeline, closed ARR) as well as partner activation velocity and the quality of your investment allocation decisions.
Key responsibilities include:
**Portfolio Management at Scale**: Own end-to-end relationships for approximately 4 named SIs across sell-to/sell-with/sell-through models. Run a single operating rhythm (weekly pipeline sync, monthly business review, quarterly plan refresh) applied consistently across all partners. Maintain a portfolio health scorecard and reallocate time monthly based on leading indicators.
**Pipeline Build & Close**: Personally drive pipeline generation with each partner through joint account targeting, AE mapping, and deal registration. Stay engaged on the top 2–3 opportunities per partner through close. Carry an aggregate portfolio target for partner-sourced pipeline and influenced ARR.
**Partner Activation**: Take partners from signed to producing in under 90 days using the standard activation playbook (enablement, first 3 registered deals, first reference). Own the activation checklist for each partner with no bespoke onboarding.
**Enablement & Practice Development**: Drive partner consumption of certification, Claude Code Labs, and solution-starter assets. Help each partner stand up a credible Claude practice with named practice lead, certified bench (target 50–150 practitioners in 6 months), 1–2 repeatable offerings, and first customer reference.
**Stakeholder Management**: Build trust with senior partner leadership, hold the line on program standards and AE/SA bandwidth, and navigate strong personalities without letting the loudest partner consume disproportionate investment.
**Performance Assessment**: Continuously assess each partner against graduation signals (sourced pipeline, win rate, practice depth, executive commitment). Recommend promote/hold/exit decisions quarterly and build the case for increased investment in breakout performers.
Minimum qualifications include experience in partner or alliance management, channel sales, or partner-facing business development at a technology company; demonstrated experience managing a multi-partner portfolio with a quota (not a single named-partner relationship); experience working with regional SIs, boutique consultancies, or digital-native services firms; proven ability to take a partner from zero to first revenue within a defined timeframe; strong operational discipline with CRM tools, scorecards, and structured trackers; and solid commercial acumen across deal registration, referral and resell economics, market development funds, and co-sell execution.
