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Salary: GBP 160,000 - 215,000 / annual
Anthropic is building a global reseller program to enable enterprises to purchase Claude through their existing partner relationships. As Reseller Partner Manager, you will own Anthropic's reseller relationships with the company's largest global systems integrators, serving as the primary point of contact and strategic relationship owner across multiple regions and practices.
You will be responsible for turning each partner relationship into a functioning reseller motion: closing reseller agreements, enabling partner teams, managing deal registration, and driving resale consumption against targets. You will manage the full lifecycle of these relationships, from executive-level partnership planning through regional execution, coordinating across Anthropic's country account teams and the partner's global alliance leadership and in-country practices.
Key responsibilities include: owning the complete reseller relationship with each strategic partner; closing reseller agreements and marketplace resale terms; developing and executing joint business plans covering target regions, practices, pipeline commitments, enablement and marketing; managing deal registration and pipeline discipline across all regions; forecasting and reporting partner-sourced pipeline and resale consumption; coordinating partners across regions and managing direct-versus-partner conflict; sequencing agreements and enablement across regions via AWS Bedrock, marketplace private offers, and other hyperscaler routes; managing counterpart relationships with AWS, Google Cloud, and Microsoft Azure alliance teams; coordinating partner certification and enablement; building processes and working rhythms for global reseller management where none currently exist; representing partner needs to the central program team; and owning partner escalations end-to-end.
This role requires building processes and structures from the ground up, managing complex multi-regional relationships, and balancing Anthropic's program governance with the needs of partners significantly larger than the company.
REQUIREMENTS:
- 8+ years in partner, channel, or alliances roles in enterprise software or cloud
- Direct experience owning a global systems integrator or large strategic reseller relationship, including executive relationships at the partner's global alliance level
- Experience working with AWS, Google Cloud, and Microsoft Azure; understanding of how global systems integrators sell and transact with each
- Comfort operating with partners far larger than your own company while maintaining program discipline
- Working fluency in channel program mechanics (deal registration, partner tiering, margin, rebates)
- Experience building processes and working rhythms from zero; comfort joining a new program early
- Experience managing executive relationships across global partner organizations spanning multiple regions and practices
- Enthusiasm for Anthropic's mission to develop safe and beneficial AI
PREFERRED:
- Experience with cloud marketplace resale (AWS Marketplace, Google Cloud Marketplace, Azure Marketplace private offers)
- Experience on the systems integrator side of vendor relationships
- Experience bringing informal partner motions into structured programs or joining at/before launch
- Familiarity with how largest global systems integrators are building and selling AI practices
- Experience managing direct-versus-partner conflict across multiple regions and sales teams
Minimum education: Bachelor's degree or equivalent combination of education, training, and professional experience in a field relevant to the role.
