Anthropic Partner Lead

About the Role

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

Read this section like a mirror, not a checklist. Some of it is meant to make you nod. Some of it is meant to make you uncomfortable. Both reactions are useful, to you and to us.

• You've been accountable for a revenue number you didn't control. Sellers on another team owned the quota and the deals, yet you still were held accountable for the results.
• 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. Your partner's priorities, and ours, fit on a page you can write and say out loud.
• You treat a tier requirement or a funding commitment as a promise, not a target to negotiate down. You track it every month, not only when the QBR is coming.
• You know who the right person is on each side before the problem arrives. You build the enterprise-to-enterprise network in advance, so you don't scramble to do so during an escalation.
• You've led a small team through a partner program while peers in other orgs held the levers you needed, and you got it done through influence.

If none of that landed, this probably isn't your role, and that's fine. If more than a couple did, keep reading.

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

Skills and experience get you in the room. The traits above are what get you the job.

• 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.

Why phData?

• Impactful Work: Partner with leading organizations on meaningful data & AI initiatives.
• Collaborative Culture: Work with a supportive, high-performing global team that values transparency, autonomy, and continuous improvement.
• Growth Opportunities: Access to challenging projects, mentorship, and structured development pathways.
• Values-Driven: We prioritize doing the right thing for our clients, our teams, and our community.

Benefits at phData

US:

• 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)