Menlo Ventures
Global Partner Sales Manager, Systems Integrators
Menlo Ventures, San Francisco, California, United States, 94199
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 Global Partner Sales Manager for Systems Integrators at Anthropic, you will drive revenue growth through our strategic SI partner ecosystem. This role is critical to scaling how we engage, enable, and grow alongside our SI partners who are bringing Claude to enterprise customers worldwide. You'll own the commercial relationship with key partners, develop joint go-to-market strategies, and build the operational frameworks that transform our emerging partner program into a world-class revenue engine.
You will work at the intersection of sales strategy and partner operations—driving pipeline development and deal execution while also building the processes, enablement programs, and measurement systems that support long-term partner success. 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.
Responsibilities Partner Sales Strategy and Execution
Own revenue targets and commercial relationships with assigned SI partners, including global consulting firms and regional integrators
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, support deal progression, and close business
Partner Program Design and Management
Design and implement a tiered partner program structure with clear criteria, benefits, and requirements that incentivize partner investment and performance
Develop comprehensive partner lifecycle management processes covering recruitment, onboarding, enablement, growth, and optimization
Create scalable frameworks for partner engagement that maintain quality as we expand our partner ecosystem globally
Establish program governance, including partner agreements, engagement models, and escalation paths
Enablement and Partner Success
Build and manage partner enablement programs including training curricula, certification pathways, and technical resources
Develop enablement materials that help partners understand Claude's capabilities, competitive differentiation, and enterprise applications
Create resources that enable partners to design, build, and deliver production-grade AI solutions for their clients
Partner with internal teams to ensure partners have access to the technical support and product knowledge they need to win
Operational Excellence
Implement systems, tools, and processes that ensure accurate tracking of partner-sourced and partner-influenced revenue
Develop and maintain partner performance dashboards and reporting mechanismsCreate and document standard operating procedures for all partner program activities
Manage partner data integrity and ensure consistent measurement across the global partner portfolio
Performance Measurement and Optimization
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
You may be a good fit if you have
7+ years of experience in partner sales, channel sales, or partner management at a technology company
Demonstrated success driving revenue through partner channels, with a track record of meeting or exceeding sales targets
Experience working with Systems Integrators, global consulting firms, or similar enterprise-focused partners
Strong commercial acumen with the ability to structure deals, negotiate agreements, and drive complex sales cycles
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 C-suite executives
Experience with CRM systems and partner relationship management tools
Comfort with ambiguity and the ability to create structure in emerging programs
Willingness to travel globally to support partner relationships and joint customer engagements
Strong candidates may also have
Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical
Background working at or with major Systems Integrators or global consulting firms
Experience managing partner relationships across multiple geographies and cultures
Understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals
Track record of building programs that scaled from early stage to mature operations
Passion for AI and understanding of how enterprises are adopting AI technologies
Compensation The expected base compensation for this position is below. Our total compensation package for full-time employees includes equity, benefits, and may include incentive compensation.
Annual Salary: $210,000 — $248,500 USD
Logistics Education requirements:
We require at least a Bachelor's degree in a related field or equivalent experience. Location-based hybrid policy:
Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
Visa sponsorship:
We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
We encourage you to apply even if you do not believe you meet every single qualification.
Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We’re an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.
Guidance on Candidates' AI Usage:
Learn about our policy for using AI in our application process
#J-18808-Ljbffr
About the role As a Global Partner Sales Manager for Systems Integrators at Anthropic, you will drive revenue growth through our strategic SI partner ecosystem. This role is critical to scaling how we engage, enable, and grow alongside our SI partners who are bringing Claude to enterprise customers worldwide. You'll own the commercial relationship with key partners, develop joint go-to-market strategies, and build the operational frameworks that transform our emerging partner program into a world-class revenue engine.
You will work at the intersection of sales strategy and partner operations—driving pipeline development and deal execution while also building the processes, enablement programs, and measurement systems that support long-term partner success. 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.
Responsibilities Partner Sales Strategy and Execution
Own revenue targets and commercial relationships with assigned SI partners, including global consulting firms and regional integrators
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, support deal progression, and close business
Partner Program Design and Management
Design and implement a tiered partner program structure with clear criteria, benefits, and requirements that incentivize partner investment and performance
Develop comprehensive partner lifecycle management processes covering recruitment, onboarding, enablement, growth, and optimization
Create scalable frameworks for partner engagement that maintain quality as we expand our partner ecosystem globally
Establish program governance, including partner agreements, engagement models, and escalation paths
Enablement and Partner Success
Build and manage partner enablement programs including training curricula, certification pathways, and technical resources
Develop enablement materials that help partners understand Claude's capabilities, competitive differentiation, and enterprise applications
Create resources that enable partners to design, build, and deliver production-grade AI solutions for their clients
Partner with internal teams to ensure partners have access to the technical support and product knowledge they need to win
Operational Excellence
Implement systems, tools, and processes that ensure accurate tracking of partner-sourced and partner-influenced revenue
Develop and maintain partner performance dashboards and reporting mechanismsCreate and document standard operating procedures for all partner program activities
Manage partner data integrity and ensure consistent measurement across the global partner portfolio
Performance Measurement and Optimization
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
You may be a good fit if you have
7+ years of experience in partner sales, channel sales, or partner management at a technology company
Demonstrated success driving revenue through partner channels, with a track record of meeting or exceeding sales targets
Experience working with Systems Integrators, global consulting firms, or similar enterprise-focused partners
Strong commercial acumen with the ability to structure deals, negotiate agreements, and drive complex sales cycles
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 C-suite executives
Experience with CRM systems and partner relationship management tools
Comfort with ambiguity and the ability to create structure in emerging programs
Willingness to travel globally to support partner relationships and joint customer engagements
Strong candidates may also have
Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical
Background working at or with major Systems Integrators or global consulting firms
Experience managing partner relationships across multiple geographies and cultures
Understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals
Track record of building programs that scaled from early stage to mature operations
Passion for AI and understanding of how enterprises are adopting AI technologies
Compensation The expected base compensation for this position is below. Our total compensation package for full-time employees includes equity, benefits, and may include incentive compensation.
Annual Salary: $210,000 — $248,500 USD
Logistics Education requirements:
We require at least a Bachelor's degree in a related field or equivalent experience. Location-based hybrid policy:
Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
Visa sponsorship:
We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
We encourage you to apply even if you do not believe you meet every single qualification.
Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We’re an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.
Guidance on Candidates' AI Usage:
Learn about our policy for using AI in our application process
#J-18808-Ljbffr