Channel Partner Manager, Public Sector

About the role

Anthropic sells Claude through partners as well as directly. In the public sector, those partners matter more than anywhere else. As Channel Partner Manager, Public Sector, you will own Anthropic's reseller and distributor relationships across US federal, state and local government, and you will build the operations that let those partners transact with us quickly and cleanly.

Your time will be split roughly evenly between two kinds of work. The first is partner management. You will be the primary Anthropic contact for our public sector partners, agree on a joint plan with each of them, and work with our public sector account teams so that partner and direct motions support each other rather than collide. The second is channel operations. You will onboard new partners, instance an agreement for each of them, run deal registration, administer rebates, and keep the program's processes and records in order.

Every partner adds a fixed amount of operational work regardless of revenue, so the processes you build will determine how quickly public sector customers can buy. Much of this does not exist at Anthropic yet, and building it to a standard our partners and teams can rely on will be a large part of your first year.

You will work closely with Legal, Finance and with our public sector sales team on pipeline. You will also work with the public sector teams at the cloud providers and through cloud environments that meet federal security requirements such as FedRAMP.

Key responsibilities

• Own Anthropic's relationships with our public sector partners, acting as their primary point of contact and building relationships with their public sector and alliance leadership
• Agree on a joint business plan with each partner covering target segments, contract vehicles, pipeline, enablement and marketing, and run regular business reviews against it
• Work with our federal, state and local, and education account teams to align partner and direct motions, clear conflicts early, and route each opportunity through the right partner and contract vehicle
• Run partner onboarding end to end, from application and diligence through agreement execution, enablement and a first transaction
• Own partner agreements with Legal, keeping contract vehicle coverage and program terms current
• Own deal registration for the public sector channel, making sure registrations are submitted, validated and conflict cleared, and that every deal names its end customer
• Manage partner rebates and program incentives with Finance
• Build and run the channel's operating processes, including quoting, order handling and partner reporting, with clear service levels and documentation
• Work with the cloud providers' public sector teams so that partner deals run cleanly through cloud marketplaces and authorized cloud environments
• Forecast and report partner sourced pipeline and resale revenue for the public sector channel, and own that number with the reseller program and public sector sales leadership
• Own partner escalations end to end, from billing and contracting questions to deal conflicts, and resolve them with the right internal owner
• Represent what public sector partners and buyers need to the central reseller program team, and feed what you learn back into how the program works

Minimum qualifications

• 7+ years in channel, partner or alliances roles in enterprise software or cloud, including at least 3 years focused on the US public sector
• Direct experience managing reseller or distributor relationships that sell to government or education buyers
• Working knowledge of how public sector buyers purchase technology, including contract vehicles, two-tier distribution, and the role of resellers in public procurement
• Working fluency in channel program mechanics, including deal registration, partner onboarding, margin and rebates
• Experience running channel or partner operations, including agreements, program administration, reporting, and the systems behind them
• Experience building processes and working rhythms from zero, and comfort joining a new program early
• Clear written and spoken communication with Legal, Finance and Sales teams, and the judgment to hold program rules under commercial pressure
• Excitement about Anthropic's mission to develop AI that is safe and beneficial

Preferred qualifications

• Experience with FedRAMP and with selling software that runs in authorized cloud environments
• Experience with federal, state and education contract vehicles
• Experience with cloud marketplace resale for public sector buyers, including private offers
• Experience on the reseller or distributor side of a vendor relationship, as well as the vendor side
• Familiarity with how government agencies and education institutions are evaluating and adopting AI