Partner Account Manager - DACH
Munich, Germany
Posted 16h 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 be instrumental in accelerating Claude's adoption and unlocking new capabilities for joint customers. This is a "builder" role focused on establishing and scaling a partner ecosystem from the ground up, creating a repeatable revenue engine within the DACH market. You will manage a defined set of named partners, including in-country practices of global system integrators and regional consultancies, owning the strategy, enablement, co-selling motion, and pipeline generation for your assigned book.
Responsibilities
- Manage assigned partners end-to-end, including stakeholder mapping, joint account planning, and establishing quarterly cadences.
- Activate DACH teams of Global System Integrators (GSIs) against global frameworks and translate them into concrete joint accounts.
- Build relationships from scratch with regional System Integrators (SIs) and consultancies, including selection, onboarding, enablement, and driving initial joint deals.
- Guide partners in developing repeatable Claude offerings and use cases for priority DACH industries.
- Drive co-selling motions with DACH Account Executives, Applied AI, and Technical Success teams.
- Own and drive Key Performance Indicators (KPIs) for your portfolio, including partner-delivered use cases, 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.
- Represent Anthropic in the DACH partner ecosystem through events and marketing initiatives.
- 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 a proven ability to scale a partner business from a small base.
- 8+ years of experience in partner management, alliances, or channel sales with System Integrators and consultancies in the DACH region.
- Experience with cloud, data, or AI platform companies is preferred.
- 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.
- Ability to protect customer experience and brand reputation through partner management.
- Competitive drive and a focus on creating differentiation.
- Collaborative approach, working effectively with sales, technical, and marketing teams.
- Business-fluent German (C1+ or native) and English proficiency.
- Willingness to travel regularly within Germany, Austria, and Switzerland.