Senior Partner Account Manager –Global Systems Integrator Alliances

About the role

Anthropic is looking for a Senior Partner Account Manager (PAM) to own our relationship with one to two of the world's largest global systems integrators. This is a general-management role disguised as an alliance role: you will set the multi-year joint strategy with the partner's C-suite, negotiate the strategic agreement that underpins it, and then build the machine — go-to-market, solution co-development, delivery readiness, and enablement at a scale of tens of thousands of practitioners — that turns Claude into one of the partner's largest and fastest-growing practices.

You will be measured on the size and health of the joint business: progress against a $1B+ Claude practice plan, Anthropic ARR sourced and influenced through the partner, certified and delivery-ready practitioners (50,000+), co-developed solutions in market with reference-able customers, and the depth of executive alignment on both sides.

Key responsibilities

• Own the joint business. Build and run a multi-year joint business plan with each GSI covering services bookings, Anthropic ARR, priority industries and geographies, investment, and headcount. Report on it to Anthropic and partner executive leadership quarterly.
• Lead at the C-suite. Be the primary Anthropic relationship owner for the partner's Group CEO, service-line and industry CEOs, CTO/Chief AI Officer, and Chief Learning Officer. Map and activate Anthropic executive sponsors, run CEO-level QBRs, and shape the partner's public AI narrative (earnings calls, analyst days, flagship events) around Claude.
• Negotiate the strategic agreement. Structure and close multi-year strategic collaboration agreements spanning consumption and resale commitments, co-investment and market development funds, co-marketing, IP and solution terms, and enterprise-wide internal deployment of Claude across the partner's own workforce.
• Co-develop solutions. Partner with Anthropic Product, Applied AI, and the GSI's CTO office to co-build industry and horizontal offerings, agentic and Claude Code delivery accelerators, and reference architectures; take them to market with named launch customers and published references.
• Build a 50,000+ practitioner practice. Design and land a certification and delivery-readiness system inside the partner — embedded in their academy/L&D, train-the-trainer led, tied to Claude Partner Network tier requirements — and hold the partner accountable to capability they build themselves rather than capacity Anthropic supplies.
• Drive global co-sell. Stand up joint account planning and pursuit governance with Anthropic field leadership across NA, EMEA, and APAC; personally engage on the largest strategic pursuits; ensure clean attribution through deal registration and CRM discipline.
• Run alliance governance. Establish and chair a joint steering committee with named workstreams (GTM, solutions, delivery readiness, enablement, marketing), clear owners on both sides, and a published operating cadence.
• Lead through others. Orchestrate a global virtual team of partner solutions architects, partner marketing, enablement, regional PAMs, and sales leaders; mentor PAMs across the team; scope and make the case for dedicated resourcing as the business scales.
• Shape the program. Bring the voice of the largest GSIs into Anthropic's partner strategy, Elite-tier program design, and product roadmap.

Minimum qualifications

• 15+ years in alliances, partner sales, or consulting leadership, including 8+ years owning a top-tier GSI relationship (e.g., IBM, NTT Data, Capgemini) at a hyperscaler or category-defining enterprise software/AI company — or the mirror-image role leading a hyperscaler/AI alliance from inside a GSI.
• A track record of personally building or scaling a partner practice to $500M–$1B+ and tens of thousands of trained practitioners, with the joint business plan, governance, and metrics to show for it.
• Demonstrated C-suite presence: you have set agendas with GSI Group CEOs and service-line leaders, and you can hold a strategy conversation and a commercial negotiation in the same meeting.
• Experience negotiating and closing multi-year strategic collaboration agreements with nine-figure commitments.
• Fluency in GSI economics — utilization, pyramid, offering margin, industry P&Ls, delivery-center models — and how a new technology practice actually gets funded and staffed inside one.
• A strongly commercial orientation: you are a business driver first and a relationship manager second, and you are comfortable pushing a partner to invest in its own capability.
• Global operating experience across NA, EMEA, and APAC, including time with India-based delivery leadership.
• Low ego, high curiosity, and a habit of making the people around you better; you put the mission ahead of personal credit.

Preferred qualifications

• Experience launching co-developed partner solutions with a product/engineering organization, including agentic or developer-tooling offerings.
• Prior ownership of a large-scale partner certification or academy program.
• Hands-on familiarity with Claude, Claude Code, LLM application architectures, and enterprise AI deployment and governance.
• Experience at a high-growth company where the program was being built while the plane was flying.