Partner Account Manager, DACH
Munich, Germany
Posted 2d ago
About the job
Anthropic is building reliable, interpretable, and steerable AI systems to be safe and beneficial for users and society. As a Partner Account Manager for the DACH region (Germany, Austria, Switzerland), you will manage and execute partnerships to accelerate the adoption of Claude, unlock new capabilities, and drive customer outcomes. This is a "builder" role focused on establishing a repeatable revenue engine through partners, rather than administering an existing book. You will own a defined set of named partners, including global system integrators and regional consultancies, developing plans, enablement paths, and co-selling motions to generate partner-sourced and partner-influenced pipeline.
Responsibilities
- Manage assigned partners end-to-end, including stakeholder mapping, joint account planning, and quarterly cadences.
- Activate DACH teams of global GSIs against global frameworks and translate them into joint accounts.
- Build relationships from scratch with regional SIs and boutiques, including onboarding and enablement.
- Guide partners in building repeatable Claude offerings and agentic use cases for priority DACH industries.
- Drive co-selling with DACH sales, Applied AI, and Technical Success teams, introducing partners into accounts and bringing partner-sourced opportunities to sales.
- Own and drive KPIs for the partner portfolio, including pipeline, revenue, enabled consultants, and certified partners.
- Establish success metrics with each partner and conduct regular business reviews.
- Report on partnership health, progress, and commercial outcomes with data-driven insights.
- Ensure partner-attached deals are set up for customer success and expansion, feeding learnings back into the partner program and sales team.
- Represent Anthropic in the DACH partner ecosystem at events and through joint marketing efforts.
- Adapt the global partner playbook to DACH market dynamics and buying behaviors.
- Navigate regulatory and sovereignty topics (e.g., GDPR, EU AI Act) with partners and internal experts.
- Build differentiated joint value propositions with partners to position Claude as the default recommendation.
Requirements
- Builder mentality with experience in scaling a partner business from a small base.
- 8+ years of experience in partner management, alliances, or channel roles with system integrators and consultancies in DACH, preferably at a cloud, data, or AI platform company.
- Existing relationships within DACH practices of large SIs and/or regional consultancies and boutiques.
- Data-driven and KPI-oriented with a track record of driving incremental revenue through partners in DACH.
- Proven ability to protect customer experience and brand through partners.
- Competitive drive and a focus on creating differentiation.
- Collaborative approach, working effectively with sales, Applied AI, Technical Success, and marketing teams.
- Business-fluent German (C1+ or native) and English proficiency.
- Willingness to travel regularly within DE/AT/CH and occasionally to London and San Francisco.
- Passion for AI and alignment with Anthropic's mission.