Reseller Partner Manager
About the role
Anthropic is building a global reseller program so that enterprises can buy Claude through the partners they already work with. As Reseller Partner Manager for our largest global systems integrators, you will own Anthropic's resell relationships for these strategic partners that operate in every region we sell in. Each of these partners is organized by region and by practice, and led by a global alliance team. Your job is to turn each of those relationships into a working reseller motion: agreements signed, teams enabled, deals registered cleanly, and resale consumption growing against the target for this cohort.
You will be the single owner of each partner relationship on the Anthropic side. The partner's global alliance leadership will look to you for the joint plan, the commercial construct, and the escalation path. Their in-country practices will look to you, working with our country account teams, for how a deal gets registered, priced, transacted and supported. Our internal teams will look to you for what the partner is doing in the market, where partner sourced pipeline is building, and where direct and partner motions are colliding. Managing potental direct versus partner conflict at scale, across many regions and account teams at once, is a core part of the job.
You will therefore work closely with the partner's own hyperscaler alliance teams and with our counterparts at AWS, Google Cloud and Microsoft Azure to sequence agreements, enablement and first transactions region by region. Much of the process for running a global reseller relationship does not exist at Anthropic yet. Building it, and representing what these partners need to the central program team, will be a large part of your first year.
Key responsibilities
Own Anthropic's resell relationship with each of our largest global systems integrators, acting as their primary point of contact and building executive relationships with their global alliance leadership and their regional and practice leaders
Close the reseller paper chain with each partner, including the reseller agreement and the Bedrock and marketplace resale terms, working with the central program team and Legal
Agree on a joint business plan with each partner covering target regions, practices, pipeline commitments, enablement and marketing, and run regular business reviews against it
Own deal registration and pipeline discipline with each partner across all regions, making sure registrations are submitted and validated, conflicts are cleared, and named end customer reporting is complete on every deal
Forecast and report partner sourced registered pipeline and resale consumption against the target for this cohort, and own that number with the central program team
Coordinate each partner across the regions and country account teams it operates in, aligning the partner's global alliance leadership with its in country practices and our AEs, and managing direct versus partner conflict as deals arise
Sequence agreement, enablement and first transactions for each partner across regions, working through the AWS Bedrock and marketplace private offer route first and further hyperscaler routes as they open
Manage Anthropic's counterpart relationships with the hyperscaler alliance teams that serve these partners at AWS, Google Cloud and Microsoft Azure
Coordinate partner certification and enablement with the central enablement lead, so that the practices selling Claude are certified and current in each region
Work with the central program team on program governance, margin mechanics and escalations, and build the processes and working rhythms a global reseller relationship needs where none exist yet
Represent each partner's needs to the central program team, and feed what you learn back into how the program works everywhere
Own partner escalations end to end, from billing and contracting questions to deal conflicts, and resolve them with the right internal owner
Minimum qualifications
8+ years in partner, channel or alliances roles in enterprise software or cloud
Direct experience owning a global systems integrator or a large strategic reseller relationship, including the executive relationships at the partner's global alliance level
Experience working with the hyperscalers, AWS, Google Cloud and Microsoft Azure, and an understanding of how global systems integrators sell and transact with each of them
Comfort operating with partners that are far larger than your own company, holding the line on program rules while keeping the relationship strong
Working fluency in channel program mechanics, including deal registration, partner tiering, margin and rebates
Experience building processes and working rhythms from zero, and comfort joining a new program early
Experience managing executive relationships across a global partner organization, spanning multiple regions and practices
Excitement about Anthropic's mission to develop AI that is safe and beneficial
Preferred qualifications
Experience with cloud marketplace resale, including private offers on AWS Marketplace, Google Cloud Marketplace or Azure Marketplace
Experience on the systems integrator side of a vendor relationship, as well as the vendor side
Experience bringing an existing, informal partner motion into a structured program, or joining a partner program at or before launch
Familiarity with how the largest global systems integrators are building and selling AI practices
Experience managing direct versus partner conflict across multiple regions and sales teams
The annual compensation range for this role is listed below.
For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.
Annual Salary:
£160,000—£215,000 GBP