Partner Development Manager, Build Partners

About the role

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.

Responsibilities

Partner Development and Go-to-Market

• 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

Scaled Partner Program Design and Management

• 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

Enablement and Partner Success

• 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

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 mechanisms
• Create and document standard operating procedures for all partner program activities
• Manage partner data integrity and ensure consistent measurement across the 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

• 5+ years of experience in part