Senior Partner Sales Manager, Systems Integrators - EMEA & North

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

As a Senior Partner Sales Manager for Systems Integrators at Anthropic, you'll own a portfolio of global and regional SI partners and be responsible for the revenue they drive. This role sits at the intersection of partnerships and sales — you'll build trusted relationships with senior stakeholders at firms like Accenture, Deloitte, and PwC, and align on joint go-to-market plans. Your main stakeholders will be sales leaders at Anthropic - helping them to land and expand enterprise deals where partner involvement is the difference between winning and not.

This is an early-stage motion, which means the playbook is still being written. You'll have real influence over how we engage SIs, what good looks like for a partner-sourced pipeline, and how we equip integrators to build durable Claude practices inside their organizations. You'll report to the Head of Partnerships, North and work closely with Sales, Applied AI Customer Success, and Product to make sure our partners have what they need to close — and to deliver transformative AI solutions for their clients.

Key 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

Minimum qualifications

12+ years of experience in partner sales, channel sales, alliances, or direct sales at a technology company where partners are heavily involved

A demonstrated track record of driving revenue through partners or direct sales — you can point to pipeline you built, deals you influenced, and relationships that outlasted any single transaction

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

A collaborative working style — you're energized by cross-functional work and understand that partner sales only works when Sales, Product, and Delivery are aligned

Willingness to travel to support partner relationships and joint customer engagements

A genuine interest in AI and a belief that advanced AI systems should be developed safely and responsibly

Preferred qualifications

Experience working as a direct seller in an Enterprise business and/or a major Systems Integrator, giving you firsthand insight into how these organizations make decisions, staff engagements, and build practices around emerging technology

A 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 s …