Head of Partner Account Management & Ecosystem BD
About this role
Directly shaping the commercial strategies and scaling the services partner ecosystem for Claude enterprise customers across global system integrators and boutique AI firms defines the day-to-day work. Leadership of the Partner Account Management team involves coaching personnel, building operating models, and collaborating closely with sales, product, and customer success divisions to drive joint revenue outcomes and coordinated enterprise go-to-market motions.
This position exists because managing a diverse portfolio of partners requires rigorous program design, forecasting discipline, and multi-party coordination with cloud providers to scale enterprise adoption effectively. The ideal candidate brings extensive background leading partner sales and alliances teams at technology companies, demonstrating deep commercial acumen in co-sell execution, pipeline attribution, and executive-level stakeholder relationship management.
What you will do
- Lead, coach, and develop a team of Partner Account Managers overseeing services partners ranging from global system integrators to AI-native boutiques.
- Partner with Sales to develop and execute commercial strategies, defining joint account plans, co-sell priorities, and shared revenue targets.
- Build rules of engagement, playbook systems, and forecasting frameworks that govern partner-sourced and partner-influenced pipeline attribution.
- Shape the operating model for different partner segments, designing appropriate engagement strategies, QBR cadences, and portfolio management standards.
- Collaborate cross-functionally with product, enablement, marketing, legal, and finance to eliminate operational friction and accelerate joint outcomes.
- Identify and launch new partner-led routes to market, testing packaged offerings and marketplace transactions with select partners before portfolio-wide scaling.
What you need
- Experience leading partner sales, channel sales, alliances, or partner management at a technology company, including direct ownership of a revenue number.
- Demonstrated experience managing partner-facing teams, which includes leading senior individual contributors across multiple accounts.
- A track record of driving revenue through system integrator or consulting partner channels while consistently meeting or exceeding commercial targets.
- Executive-level relationships with C-level and partner-level stakeholders at major consulting and professional services firms.
- Experience developing and executing commercial strategies jointly with an enterprise sales organization, including co-sell motions and joint planning.
- Strong commercial acumen with comfort coaching teams through complex deals, negotiations, and multi-stakeholder enterprise sales cycles.
- Fluency with partner key performance indicators, pipeline forecasting dashboards, and using quantitative data to drive operational decisions.
- Willingness to travel as needed to support critical partner relationships and joint customer engagements.
Nice to have
- A track record of building and scaling a commercially focused partnerships organization from early stage to mature operations.
- Experience running multi-party go-to-market motions with cloud service providers and technology partners.
- Familiarity with hyperscaler co-sell programs and marketplace-led transactions.
- Experience building or scaling partner tier structures, enablement frameworks, and operating cadences in fast-growing environments.
- Direct experience working with or at global system integrators, consultancies, or AI-native boutique services firms.
Skills and tech stack
Questions candidates ask
What locations is this role based out of?
This position is located in San Francisco, CA or New York City, NY.
What is the salary range for this position?
The salary for this role is $425,000 — $580,000 USD.
What travel expectations are associated with the job?
The position requires a willingness to travel to support partner relationships and joint customer engagements.