About this role
This role is ideal for a proactive individual who thrives in a builder mentality and enjoys establishing new revenue streams within a complex market. The Partner Account Manager will be central to accelerating the adoption of Claude across Germany, Austria, and Switzerland by managing and executing key partnerships. This involves working closely with global system integrators and regional consultancies to unlock new capabilities for joint customers. The core of the job is owning the entire lifecycle of defined partners, from initial plan development to driving co-sell motions and managing the resulting pipeline.
This position exists to build a repeatable revenue engine in the DACH market, as the current process lacks established systems for partner-sourced pipeline generation. The successful candidate will be responsible for creating playbooks and establishing processes where none currently exist, focusing on translating global frameworks into localized, actionable strategies. It requires someone who can navigate complex regional business dynamics while focusing on delivering tangible outcomes for Anthropic's customers.
What you will do
- Run each partner as a structured pursuit, involving stakeholder mapping, joint account planning, and defining quarterly cadences.
- Activate local DACH teams against global frameworks to create concrete joint accounts.
- Build relationships from the ground up with regional system integrators and boutiques, including onboarding them into the Claude Partner Network.
- Guide partners in developing repeatable offerings, such as agentic engineering rollouts, for priority industries.
- Drive co-selling activities with the DACH Account Executives, Applied AI, and Technical Success teams.
- Own and drive key performance indicators for the portfolio, including pipeline, revenue, and partner certification levels.
- Report on partnership health and commercial results using data-driven insights.
- Adapt global playbooks to DACH buying behavior and navigate regulatory topics like GDPR and data residency.
What you need
- Candidates must possess a builder mentality, comfortable starting from a small base and scaling a partner business.
- A minimum of eight years of experience in partner or alliances roles, specifically with system integrators and consultancies in the DACH region is required.
- Prior experience at a cloud, data, or AI platform company is necessary.
- Demonstrated existing relationships within the DACH practices of large SIs or regional consultancies is essential.
- Must be data-driven, KPI-oriented, and have a proven track record of driving incremental revenue through partners in the DACH market.
- Experience protecting the customer experience and brand through partner relationships is a requirement.
Nice to have
- Experience with agentic engineering rollouts
- Familiarity with Mittelstand vs. DAX/SMI enterprise dynamics
Benefits
- €160.000 — €220.000 EUR salary
Skills and tech stack
Questions candidates ask
What is the remote policy for this role?
The posting does not explicitly state the remote work policy for this position.
What is the compensation range for this role?
The salary offered for this role is between €160.000 and €220.000 EUR.
What is the required tech stack?
The mentioned tools and platforms include Claude and Salesforce.
What is the team structure like?
The role involves working hand-in-hand with GSI alliance owners and managing relationships with regional system integrators and boutiques.
What is the hiring process like?
The posting details the responsibilities and requirements but does not outline the specific steps of the hiring process.