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About the Role
As a Senior Partner Sales Manager for Systems Integrators, you will own a portfolio of global and regional SI partners, driving revenue and building trusted relationships with senior stakeholders. This role is crucial for aligning on joint go-to-market plans and supporting sales leaders in closing enterprise deals where partner involvement is key. You will have significant influence over SI engagement strategies, partner-sourced pipeline development, and equipping integrators to build durable Claude practices. Reporting to the Head of Partnerships, North, you will collaborate with Sales, Applied AI Customer Success, and Product teams.
Responsibilities
- Work directly with Sales Leaders, Account Executives and Applied AI, bringing the partner into the sales cycle at the right moments and ensuring clear roles, clean handoffs, and shared accountability for outcomes
- Build relationships across multiple levels of the partner organization — from practice leads and delivery teams to alliance executives — and serve as their primary sales/commercial point of contact at Anthropic
- Own the commercial relationship with a portfolio of assigned SI partners, driving partner-sourced and partner-influenced revenue against defined targets
- Gather signal from partner interactions — what's landing, what's missing, where clients are pushing back — and feed it into product and go-to-market planning
- Contribute to the development of partner sales processes, playbooks, and best practices as the function scales
Requirements
- 12+ years of experience in partner sales, channel sales, alliances, or direct sales at a technology company where partners are heavily involved
- Demonstrated track record of driving revenue through partners or direct sales
- Strong commercial instincts, including comfort structuring co-sell agreements, navigating multi-party deal dynamics, and knowing when to push and when to let the partner lead
- Experience operating in early-stage or high-growth environments where processes are still forming and you're expected to help build them
- Excellent communication and relationship-building skills across all levels, from partner practitioners to alliance executives
- Collaborative working style, energized by cross-functional work and understanding that partner sales only works when Sales, Product, and Delivery are aligned
- Willingness to travel to support partner relationships and joint customer engagements
- Genuine interest in AI and a belief that advanced AI systems should be developed safely and responsibly
- Experience working as a direct seller in an Enterprise business and/or a major Systems Integrator
- Background in AI, cloud platforms, developer tools, or other categories where technical enablement and differentiation are central to the partner motion
- Familiarity with consumption-based or API-first business models and how they shape partner economics and incentive design is a plus
- History of being an early member of a partner sales function and helping it scale
Skills
- Partner Sales
- Channel Sales
- Alliances
- Direct Sales
- Revenue Generation
- Relationship Building
- Commercial Acumen
- Co-sell Agreements
- Deal Negotiation
- Process Development
- Communication
- Cross-functional Collaboration
- AI
- Cloud Platforms
- Developer Tools
- Consumption-based Models
- API-first Models
Location
- San Francisco
Work Type
- Hybrid
Experience Level
- Senior
- 12+ years
Education Level
- Bachelor's degree or equivalent combination of education, training, and/or experience
Salary/Compensations
- £160,000—£215,000 GBP (OTE)
Benefits
- Competitive compensation
- Benefits
- Optional equity donation matching
- Generous vacation
- Parental leave
- Flexible working hours
- Visa sponsorship
About the Company
- Anthropic's mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial for users and society.
- The team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders.
- We believe that the highest-impact AI research will be big science, working as a single cohesive team on large-scale research efforts.
- We value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles.
- We view AI research as an empirical science, with commonalities to physics and biology.
- We are an extremely collaborative group, hosting frequent research discussions to pursue high-impact work.
- We greatly value communication skills.
- Anthropic is a public benefit corporation headquartered in San Francisco.
Equal Opportunity
- We encourage you to apply even if you do not believe you meet every single qualification.
- Not all strong candidates will meet every single qualification as listed.
- We think AI systems like the ones we're building have enormous social and ethical implications, making representation even more important.
- We strive to include a range of diverse perspectives on our team.