Partner Development Manager, Build Partners

Partner Development Manager, Build Partners 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.

As a Partner Development Manager for Build Partners at Anthropic, you will grow and develop our SI partner ecosystem, with a focus on AI-native SIs and regional SIs. This role is critical to building and scaling a partner program that enables a diverse portfolio of SI partners to bring Claude to enterprise customers worldwide. You'll manage relationships with assigned partners, develop joint go-to-market strategies, and build the scalable frameworks and processes that transform our emerging partner program into a repeatable, high-impact engine for partner success.

You will work at the intersection of partner development and program operations—supporting pipeline growth and deal progression while also building the enablement programs, engagement models, and measurement systems that allow us to support a growing number of partners effectively. This role reports to our partnerships leadership and works closely with sales, product, and customer success teams to ensure our SI partners are equipped to win and deliver transformative AI solutions for their clients.

• Manage relationships with assigned SI partners, including AI-native SIs and regional SIs
• 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 partner sales teams to identify opportunities and support deal progression

• Design and build a scaled partner program that enables efficient engagement with a growing portfolio of AI-native SIs and regional integrators
• Develop repeatable playbooks, self-service resources, and programmatic engagement models that reduce one-to-one touchpoints while maintaining partner success
• Create tiered engagement frameworks that appropriately allocate resources based on partner potential and performance
• Develop comprehensive partner lifecycle management processes covering recruitment, onboarding, enablement, growth, and optimization
• Establish program governance, including partner agreements, engagement models, and escalation paths

• Partner with the Partner Enablement team to ensure SI partners have access to training curricula, certification pathways, and technical resources
• Collaborate with internal teams to develop enablement materials that help partners understand Claude's capabilities, competitive differentiation, and enterprise applications
• Work with Partner Enablement to create resources that enable partners to design, build, and deliver production-grade AI solutions for their clients
• Serve as the voice of SI partners to inform enablement priorities and ensure partners have the technical support and product knowledge they need to win

• Implement systems, tools, and processes that ensure accurate tracking of partner-sourced and partner-influenced revenue
• Develop and maintain partner performance dashboards and reporting mechanisms
• Create and document standard operating procedures for all partner program activities
• Manage partner data integrity and ensure consistent measurement across the partner portfolio

• Define and track KPIs for individual partner performance and overall program health
• Build frameworks for assessing partner contribution, engagement, and growth potential
• Develop approaches for measuring and demonstrating ROI of partner program investments
• Identify opportunities for program improvement and implement optimization initiatives

• 5+ years of experience in partner development, channel management, or partner management at a technology company
• Demonstrated success growing partner ecosystems and driving revenue through partner channels
• Experience working with Systems Integrators, consulting firms, or similar enterprise-focused partners
• Strong business acumen with the ability to support deal progression and navigate complex partner relationships
• Experience building or scaling partner programs, including designing tier structures, enablement programs, and operational processes
• Excellent analytical skills with experience defining KPIs, building dashboards, and using data to drive program decisions
• Outstanding communication and relationship-building skills at all levels, from partner practitioners to executive stakeholders
• Experience with CRM systems and partner relationship management tools
• Comfort with ambiguity and the ability to create structure in…