Head of Alliances

About the role

Anthropic is seeking an experienced Head of Alliances to build and lead our strategic partnership program. In this pivotal role, you'll develop and execute our global alliance strategy, focusing on Global System Integrators (GSIs), Systems Integrators (SIs), consulting, and other go-to-market partners. You'll be responsible for creating lasting partnerships that accelerate the safe and beneficial adoption of our AI technologies while building a foundation for mutual growth. As our first hire in this function, you'll have the opportunity to shape our partnership strategy from the ground up and build a high-performing team.

In this role, you will build Anthropic's alliance ecosystem from the ground up while shaping how enterprises adopt and implement frontier AI technology. You'll be responsible for creating scalable programs that drive significant partner-influenced revenue, and developing the blueprint for how AI companies and partners drive joint success.

Responsibilities:

• Design and implement Anthropic's global alliance strategy, with a focus on GSIs, consulting firms, and systems integrators
• Build and nurture executive relationships with key partners like Deloitte, Accenture, BCG, and others to drive joint business objectives
• Manage partner enablement programs, including training and certification initiatives that empower partners to effectively represent and implement Anthropic's technologies
• Create and execute joint go-to-market strategies, including shared revenue targets, business plans, and marketing initiatives
• Establish scalable processes for partner onboarding, engagement, and performance measurement
• Gather and synthesize market intelligence and product feedback from partners to inform Anthropic's product and go-to-market strategies
• Drive partnership KPIs including partner-influenced revenue, partner-sourced opportunities, and partner attach rates
• Collaborate cross-functionally with Sales, Product, Marketing, and other teams to ensure alignment and successful execution of partnership initiative

You may be a good fit if you:

• Have 10+ years of experience in technology alliance management, with a proven track record of building and scaling successful partnership programs
• Possess established relationships with major consulting firms and system integrators
• Have experience establishing and tracking shared KPIs with Alliance partners through partner relationship management (PRM) or other systems, with demonstrated ability to leverage data analytics to optimize partner program performance
• Are skilled at navigating complex organizational structures and building consensus across diverse stakeholder groups
• Have demonstrated success in creating and executing joint business plans that drive measurable revenue growth
• Have experience developing and executing partner enablement programs, including training and certification initiatives
• Are adept at synthesizing market intelligence and translating partner feedback into actionable insights
• Have experience building and leading high-performing teams
• Are passionate about AI technology and committed to ensuring its safe and beneficial deployment

Strong candidates may also have:

• Experience working with AI/ML technologies and understanding their enterprise applications
• Track record of developing innovative partnership models that drive mutual value creation
• Experience managing both technical and business partnerships
• Background in enterprise software sales or consulting
• MBA or relevant advanced degree

Deadline to apply: None. Applications will be reviewed on a rolling basis.