Anthropic· Sales· San Francisco, CA | New York City, NY | Seattle, WA
Head of Partner Success
Classified Tasks (24)
Automate 0%Augment 79%Human-Only 21%
Augment (19)
AI assists, human decides
2. Hire the first partner success managers
leadership
3. Define how partner success managers run their portfolios
leadership
4. Build the operating system the team will inherit
operational
7. Decide which partners receive managed attention
analytical
8. Design the criteria for entry into and graduation from the managed portfolio and reshape them based on incoming data
analytical
9. Design the team's engagement model for partner interactions
operational
10. Define when proactive engagement is warranted, when reactive engagement is triggered, and when to route partners to programmatic enablement or the certified bench
operational
11. Design the organizational model for the team as the partner portfolio grows (e.g., by industry, region, partner type, or hybrid)
leadership
14. Lead joint goal-setting on customer adoption, certified architects, references, and industry positioning
leadership
15. Drive scalable enablement across the managed partner book
operational
16. Ensure partner architects are trained on new Claude capabilities as they ship
operational
17. Ensure partner offerings reflect current Claude capabilities
operational
18. Ensure partner benches are positioned to apply new Claude features in customer work at scale
operational
19. Drive adoption, retention, and expansion in the joint customer book
leadership
20. Track the health of customer accounts each partner is serving on Claude
analytical
21. Identify and surface stalls in customer accounts early
analytical
22. Co-define what good Claude work looks like across customer engagements
analytical
23. Develop and document the playbook the team will use to standardize partner Claude deployments
operational
24. Keep partners current and aligned with product changes without slowing their practice investments
communication
Human-Only (5)
Requires human judgment
1. Build and lead the Partner Success team from scratch
leadership
5. Personally carry a portfolio of managed partners as a reference implementation
operational
6. Establish the team's reference standard for partner success and model best practices
leadership
12. Run joint planning and business review cadences with each managed partner
communication
13. Conduct quarterly business reviews with alliance and practice leads
communication
Job description
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 Consulting and systems integration firms are racing to build Claude practices. Far more firms have applied to our partner program than any team could ever hand-manage. A focused fraction of them will become great — the kind of partner whose architects deliver Claude work customers love, who specializes deeply enough to be the obvious choice in their lane, whose joint customer book grows year over year. The Partner Success team picks those partners and makes them great. We're hiring its first leader. You will build Partner Success at Anthropic from scratch. That means hiring your first partner success managers, defining how they run their portfolios, and personally carrying a portfolio of partners yourself as your reference implementation. You'll be the standard for what good looks like before you ask anyone else to do it. You will also define which partners get the team's attention. Far more firms want to be a managed partner than your team could ever serve, and choosing the right ones is one of the most consequential decisions in this role. What makes a partner worth investing in. What makes one ready to graduate in or out. How the team is organized as the portfolio grows — by industry, by region, by partner type, or some combination that doesn't exist yet — these are decisions you make once you're in seat. We have opinions but we don't have answers, and we want a leader who is energized by figuring them out. The partner side of frontier AI has not been figured out yet. There is no playbook to inherit. You will be co-defining what good Claude work looks like across thousands of customer engagements, and the playbook your team writes will set the standard for how an entire industry of consulting firms learns to deploy frontier AI for their customers. Anthropic moves fast and the product changes under the partner's feet. Your team keeps the partners current and aligned without slowing down the practice investments those partners are making in us. Responsibilities: Build and lead the Partner Success team from scratch. Hire your first partner success managers, define how they run their portfolios, and build the operating system the team inherits. Personally carry a portfolio of managed partners as your reference implementation. Be the standard for what good looks like before asking anyone else to do it. Decide which partners get the team's attention. Design the criteria for entry into and graduation from the managed portfolio, and reshape it as the data comes in. Design the team's engagement model. Define when proactive engagement is warranted, when reactive engagement is triggered by clear signals, and when partners are better served by routing, programmatic enablement, and the certified bench. Run the joint planning and business review cadence with each managed partner. Quarterly business reviews with alliance and practice leads. Joint goal-setting on customer adoption, certified architects, references, and industry positioning. Drive scalable enablement across the managed partner book. Make sure partner architects are trained on new Claude capabilities as they ship, the partner's offerings reflect what Claude can now do, and the partner's bench is positioned to apply new features in their customer work at scale. Drive adoption, retention, and expansion in the joint customer book. Track the health of the customer accounts each partner is serving on Claude, surface stalls early,