Partnerships Lead - ANZ

About the role

This is a critical leadership role responsible for building and scaling Anthropic's consulting partner ecosystem and AI-native boutique partners across Australia and New Zealand (ANZ) region. You will own the strategic roadmap, investment prioritization, development plans, and revenue accountability for a portfolio of partnerships that will collectively become critical drivers of Anthropic's enterprise growth. This is a builder role, not a manager role. Given Anthropic's stage, we need someone who has proven they can take partnerships from zero to scaled revenue engines - someone who has built these relationships from the ground up, not just inherited and managed existing ones.

Responsibilities

• Partnership development and execution:
• You will treat each partner as a structured sales pursuit with detailed stakeholder mapping, account plans, and targeted engagement strategies.
• You will guide partners in creating repeatable customer solutions that address specific use cases across industries including financial services, healthcare, retail, manufacturing, public sector, and professional services.
• Performance and KPI ownership:
• Own and drive key performance indicators: partner-sourced pipeline, partner-influenced revenue, consultants trained and certified, joint proposals submitted
• Establish clear success metrics with each partner and drive regular business reviews against targets
• Report on partnership health, progress, and commercial outcomes with data-driven insights
• Every deal influenced through your partner portfolio must be architected for customer success and long-term value expansion. You will establish success criteria for joint accounts, ensure proper implementation and adoption support, and create feedback loops that drive continuous improvement.
• Market Development & Brand Building
• Amplify the Anthropic brand across ANZ through strategic partner relationships
• Develop and execute market-specific GTM strategies adapted to local business practices and cultural nuances
• Navigate regional regulatory, compliance, and data sovereignty considerations
• Create competitive differentiation through unique partner capabilities and joint value propositions

Requirements

• 15+ years of experience in enterprise technology partnerships, ideally within cloud, AI/ML, or platform businesses
• Demonstrated track record of building and scaling enterprise technology partnerships from zero to meaningful, repeatable revenue
• Experience driving partner-sourced and partner-influenced pipeline through consulting, systems integrator, or platform partners
• Hands-on proficiency with CRM and pipeline management tools (e.g., Salesforce) and with building account plans, stakeholder maps, and partner business reviews
• Ability to work cross-functionally across sales, product, marketing, and regional teams
• Based in, and authorized to work in, the ANZ region
• Deep existing relationships at VP+ level within target partners
• Track record of driving incremental revenue through partnerships specifically in ANZ
• History of delivering exceptional customer success and brand protection through partner channels
• Strong data-driven orientation toward measurable outcomes and KPI attainment
• A builder mentality, comfortable starting from zero; a competitive drive obsessed with winning and differentiation; and a passion for AI aligned with Anthropic's mission of beneficial AI development
• Logistics
• Minimum education: Bachelor's degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• 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.

Benefits

Additional Information

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.

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