[Hiring] Partner Lead @phData

Role Description

Anthropic is one of our most important relationships, and you will own it. This is not a channel role. When we show up in front of Anthropic's customers and sellers, we carry their product, brand, and reputation with us, and a bad moment on our side becomes their problem. You'll turn what Anthropic wants into a go-to-market plan we can execute, while holding our own revenue and budget to account. You'll do it with people who don't report to you: our sales, solutions, and revenue leaders, as well as their counterparts at Anthropic. If the relationship goes stale, or we make a commitment we can't keep, that lands on you.

About You

• You've been accountable for a revenue number you didn't control.
• You've told a partner executive no, and the relationship came out stronger.
• You've told your own CEO or CRO that a commitment wouldn't be met before they heard it from the partner.
• You listen longer than is comfortable, then say it in one sentence.
• You treat a tier requirement or a funding commitment as a promise, not a target to negotiate down.
• You know who the right person is on each side before the problem arrives.
• You've led a small team through a partner program while peers in other orgs held the levers you needed.

What You'll Own

• Own the Anthropic partner strategy, portfolio, and annual plan, built with Sales.
• Build and deliver the joint go-to-market plan for each in collaboration with sales and services organizations.
• Own agreements, tiers, and commitment compliance.
• Build executive relationships on both sides and resolve escalations.
• Own commercial enablement for our sellers and Anthropic's sellers.
• Manage the channel budget and targets.
• Chair the monthly partner revenue committee with our Chief Revenue and Chief Technology & Solutions leaders.
• Lead and develop the Partner Ops, Development & Marketing Manager.

You'll be measured on:

• Partner-attributed and influenced revenue against target
• GTM plan attainment
• Partner NPS
• Commitments and tier requirements met
• Partner-sourced pipeline coverage
• Return on partner funding (MDF and co-op)

Who you'll work with:

• Chief Partnerships & Marketing Officer: strategy, budget, priorities, escalations
• Partner Ops, Development & Marketing Manager (your direct report): joint GTM plans, partner operations, campaigns, funding, QBRs, reporting
• Partner Sales Manager: strategy input, targets, relationship transfers, quota alignment, co-sell, deal escalations
• Partner Solutions Manager (Technology & Solutions org): offers, technical enablement, partner technical forums, speaking engagements
• Chief Revenue and Chief Technology & Solutions leaders: monthly partner revenue committee, shared priorities

The Table Stakes

• Led a partner or alliance function with hyperscalers, data platforms, or AI vendors
• Built joint go-to-market plans with shared targets and managed a channel budget
• Managed partner agreements, tiers, and commitments
• Led a small team while working closely with Sales and Solutions leaders who report elsewhere
• Executive presence with partner executives and our own leadership
• Ability to align people who do not report to you
• Ability to make the partner value the story simply, in writing and live

Location & Time Zone Expectations

• This role is based in the United States.
• You will collaborate with global teams in India and South America, and must be flexible in working across time zones.
• Candidates must be based in the United States.
• We are a remote-first company; some flexibility may be required to collaborate across time zones.
• Travel of up to approximately 50% may be required to support partner, client milestones, and in-person meetings.

Benefits

• Remote-First Work Environment
• 401k plan with company match
• Dental and Vision insurance
• Home Office Equipment Stipend
• Annual stipend for Learning and Development
• Competitive comp, excellent benefits, Flexible PTO plus 10 Holidays (and other cool perks)