About the role

As a Partner Account Manager for AI-Native and Boutique SI Partners at Anthropic, you will own the relationship with a portfolio of our key AI-native and boutique systems integrator partners. These are the specialist services firms enterprises turn to when they want to design, build, and deploy production-grade AI with Claude, and they are among the fastest-moving partners in our ecosystem. Your job is to turn each of those relationships into a growing joint business: a shared plan, a healthy pipeline, and customers in production.

This is a commercial role first. You will build joint business plans with partner leadership, work with your partners' sales teams on live opportunities, team up with Anthropic's Partner Sales team to bring those partners into the right accounts, and keep a clear, accurate view of how each partner is performing. You will work closely with our Partner Sales, Partner Programs, Partner Support, Partner Activations, and Partner Success teams so your partners get the full value of what Anthropic offers, and you will bring what you hear from partners back to those teams.

This role reports to the Head of Boutique & AI-Native SIs and works closely with sales, product, and applied AI teams to make sure our SI partners are equipped to win and deliver transformative AI solutions for their clients.

Responsibilities

Partner Development and Go-to-Market

• Own and manage relationships with a portfolio of key AI-native and boutique SI partners, from practitioners through to founders and executive leadership

• Develop and execute joint go-to-market strategies that drive partner-sourced and partner-influenced pipeline

• Lead partner business planning, including setting mutual goals, identifying target accounts, and defining success metrics

• Work directly with your partners' sales teams to identify opportunities and support deal progression

• Partner closely with Anthropic's Partner Sales team, who lead introductions and co-sell with our account executives and account teams, so your partners are positioned on the right accounts and opportunities

• Run a regular operating cadence with each partner, including business reviews against the joint plan

Cross-Functional Partnership

• Work hand in hand with Partner Sales as your primary go-to-market counterpart. You own the partner relationship and the joint business plan; Partner Sales works with Anthropic's sales leaders, account executives, and solutions architects to bring your partners into deals at the right time with clear roles, and owns co-sell execution and the partner-linked pipeline and forecast

• Work side by side with Partner Success Leads on the partners you share. You own the overall partner relationship and the commercial plan; the Partner Success Lead owns each customer engagement from partner match to completed outcome, including delivery quality and the customer's Claude usage

• Build executive-level trust with each partner's practice and delivery leadership together with Partner Success, so that when an engagement needs the partner to restaff, escalate, or invest, the ask is taken seriously

• Align with Partner Success on how each partner's Claude practice is growing, including certified bench depth, a repeatable offering in a chosen industry lane, and published customer stories, and carry that into the joint business plan and go-to-market

• Bring the commercial view to the quarterly practice reviews Partner Success runs with each partner, so the partner hears one set of joint goals across pipeline, completed engagements, customer adoption, and certified practitioners

• Keep the handoffs clean: with Partner Sales when a partner deal closes, and with Partner Success when an engagement is matched to one of your partners, so both teams have what you know about the partner's strengths, capacity, and proof points

• Work with Partner Programs to help your partners understand and progress through Claude Partner Network tiers, requirements, and benefits

• Work with Partner Activations to bring your partners into the customer engagements where they can have the most impact

• Work with Partner Support to get partner questions and issues resolved quickly, and to spot patterns worth fixing at the source

• Work with Partner Enablement so partners have the training, certification pathways, and technical resources they need to build and deliver with Claude

• Serve as the voice of your partners inside Anthropic, informing program, enablement, and product priorities

Partner Operations and Performance Tracking

• Maintain accurate tracking of partner-sourced and partner-influenced revenue using our existing systems, tools, and processes, including deal registration and CRM discipline

• Keep partner performance dashboards and reporting current, and use them to run partner reviews and internal updates

• Follow our standard operating procedures for partner activities, and help keep them documented and up to date

• Maintain partner data integrity and consistent measurement across your portfolio

• Track KPIs for each partner and for the overall health of your portfolio

• Assess partner contribution, engagement, and growth potential using established frameworks, and recommend where Anthropic should invest

• Track and report the return on partner investments such as funding and enablement, and give Partner Success your recommendation on funding requests from your partners

• Identify opportunities to improve how we work with partners and bring them to the teams that own those programs

You may be a good fit if you have

• 5+ years of experience in partner development, channel management, or partner management

• Demonstrated success driving revenue through partners, with pipeline and bookings results you can point to

• Experience working with systems integrators, consulting firms, or similar enterprise-focused services partners

• Strong business acumen, with the ability to support deal progression and navigate complex partner relationships

• A commercial orientation: you are a business driver first and a relationship manager second, and you are comfortable asking a partner to invest in its own capability

• Strong analytical skills, with experience tracking KPIs, working from dashboards, and using data to decide where to spend your time

• Outstanding communication and relationship-building skills at all levels, from partner practitioners to founders and executives

• A track record of working well across functions to get things done for partners without owning every team involved

• Experience with CRM systems and partner relationship management tools

• Comfort with ambiguity and a fast-changing environment

• Low ego, high curiosity, and a habit of making the people around you better

• Willingness to travel to support partner relationships and joint customer engagements

Strong candidates may also have

• Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical

• A background working at or with AI-native services firms, boutique consultancies, or systems integrators

• An understanding of how boutique services firms run, including how they staff, price, and fund a new practice

• An understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals

• Hands-on familiarity with Claude, Claude Code, and how enterprises build and deploy LLM applications

• Experience at a high-growth company where the program was still being built

• Passion for AI and an understanding of how enterprises are adopting AI technologies