Head of Global Reseller Partnerships

Anthropic is seeking an experienced partnerships leader to design, build, and scale its global reseller program. This strategic and hands-on role involves defining channel architecture, recruiting partners, negotiating agreements, and driving revenue growth across traditional resellers, cloud marketplaces (AWS, Google Cloud, Azure), and co-sell relationships with cloud providers. The Head of Global Reseller Partnerships will define and execute the global reseller strategy, recruit and enable partners in mature and emerging markets, build cloud marketplace presence, and develop co-sell relationships to accelerate growth in commercial and SMB segments globally.

Must Have

• Define and execute global reseller strategy across traditional resellers, cloud marketplaces, and co-sell programs
• Recruit and enable reseller partners in mature markets (North America, Western Europe)
• Establish resellers as primary channel in emerging markets (Latin America, Middle East, Africa, Asia Pacific)
• Build out cloud marketplace presence on AWS, Google Cloud, and Azure Marketplaces
• Develop strategic co-sell relationships with cloud provider partner teams
• Design program architecture including partner tiers, margin structures, marketplace economics, deal registration, and rules of engagement
• Create enablement programs for partners and internal teams
• Partner with sales leadership to establish clear segmentation and routing logic
• Collaborate with finance and legal for channel economics and contractual frameworks
• Significant experience building and scaling reseller or channel programs at a high-growth technology company
• Global operating experience with understanding of channel strategy across market maturities
• Hands-on experience with cloud marketplace go-to-market strategies and mechanics of AWS, GCP, and Azure partner programs
• Demonstrated ability to recruit partners who genuinely drive revenue
• Strong commercial instincts for designing program economics
• Comfort with ambiguity and ability to build structure where none exists
• Effectiveness presenting to executives and working through operational details
• Collaborative approach to working across sales, finance, legal, and product teams

Good to Have

• Experience in AI, cloud infrastructure, or enterprise software
• Prior exposure to emerging market channel development
• Track record of navigating cloud provider relationships and getting products prioritized in co-sell programs
• Experience building channel programs that span both direct transactional models and marketplace distribution

Perks & Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Lovely office space
• Visa sponsorship

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

We're looking for an experienced partnerships leader to design, build, and scale our global reseller program. This is both a strategic and hands-on role—you'll define our channel architecture while also recruiting partners, negotiating agreements, and driving revenue growth.

Our reseller strategy spans three distinct motions: traditional reseller partnerships, cloud marketplace transactions (AWS, Google Cloud, and Azure), and co-sell relationships with cloud provider sales teams. You'll build a program that thoughtfully leverages each channel—accelerating growth in commercial and SMB segments across mature markets, enabling customers to transact through their existing cloud commitments, and establishing routes to market in regions where we have limited direct presence.

This role offers the opportunity to shape how Anthropic's AI technology reaches customers globally, working at the intersection of channel strategy, cloud partnerships, and go-to-market execution.

Responsibilities:

• Define and execute our global reseller strategy across traditional resellers, cloud marketplaces, and cloud provider co-sell programs
• Recruit and enable reseller partners in mature markets (North America, Western Europe) who can extend our reach into commercial and SMB segments
• Establish resellers as our primary channel in emerging markets across Latin America, Middle East, Africa, and Asia Pacific, selecting partners with strong local relationships and technical capability
• Build out our cloud marketplace presence on AWS Marketplace, Google Cloud Marketplace, and Azure Marketplace, including private offer capabilities and procurement optimization
• Develop strategic co-sell relationships with cloud provider partner teams to ensure we're positioned in their deal flow
• Design program architecture including partner tiers, margin structures, marketplace economics, deal registration, and rules of engagement with direct sales
• Create enablement programs that help traditional partners become productive quickly while training internal teams on marketplace and co-sell motions
• Partner with sales leadership to establish clear segmentation and routing logic that minimizes channel conflict while maximizing coverage
• Collaborate with finance to model the economics of each channel type and with legal to develop appropriate contractual frameworks for different regions and transaction types

You may be a good fit if you have:

• Significant experience building and scaling reseller or channel programs at a high-growth technology company
• Global operating experience with an understanding of how channel strategy differs across market maturities
• Hands-on experience with cloud marketplace go-to-market strategies and the mechanics of AWS, GCP, and Azure partner programs (private offers, co-sell motions, marketplace incentives)
• Demonstrated ability to recruit partners who genuinely drive revenue, not just sign agreements
• Strong commercial instincts for designing program economics that balance traditional reseller margins, marketplace fees, and cloud provider incentives
• Comfort with ambiguity and the ability to build structure where none exists
• Effectiveness presenting to executives while also working through operational details
• A collaborative approach to working across sales, finance, legal, and product teams

Strong candidates may also have:

• Experience in AI, cloud infrastructure, or enterprise software
• Prior exposure to emerging market channel development
• Track record of navigating cloud provider relationships and getting products prioritized in co-sell programs
• Experience building channel programs that span both direct transactional models and marketplace distribution

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process