Partner Account Manager, ANZ

About the role

As Partner Account Manager ANZ you will help manage and execute the partnerships that accelerate Claude adoption, unlock new capabilities and drive outcomes for our joint customers across Australia and New Zealand.
You will own a defined set of named partners end to end — a mix of (a) in-country ANZ practices of our global system integrators (e.g. Accenture, Deloitte, Cognizant) and consulting houses (BCG, McKinsey), where you work hand in hand with the GSI alliance owners who hold the global relationships, and (b) regional system integrators, consultancies and AI-native boutiques that ANZ enterprises and the Public Sector actually consume delivery services from. The ANZ partner book is split between you and the Head of Partnerships ANZ & ASEAN; for every partner assigned to you, you own the plan, the enablement path, the co-sell motion with our ANZ sales team and the partner-sourced, partner-influenced and partner-delivered pipeline that results from it. This is a builder role: partner-sourced pipeline in ANZ is still a small fraction of our open pipeline, and there is a first playbook but no established machine. We need someone who has taken partnerships from zero to a repeatable revenue engine in this market before, not someone who has inherited and administered an existing partner book.

Key responsibilities

• Partner development and execution:
• Run each partner as a structured pursuit: stakeholder map (country lead, AI/data practice lead, alliance lead, key account partners), joint account plan, agreed target accounts and a quarterly cadence.
• For your assigned GSI country practices: activate the ANZ teams against the global frameworks and translate them into concrete joint accounts. For your assigned regional SIs / boutiques: build the relationship from scratch (selection, onboarding into the Claude Partner Network, enablement, first joint deals).
• Guide partners in building repeatable Claude offerings (Claude Code / agentic engineering rollouts, agentic use cases, enterprise adoption programs) for the priority ANZ industries: financial services and insurance, public sector, retail, energy and resources, healthcare, telco, media and tech, and digital natives.
• Drive co-selling with the ANZ AEs, Applied AI and Technical Success teams: introduce partners into the right accounts, bring partner-sourced opportunities to sales, and make sure every partner-attached deal is tagged correctly in Salesforce.
• Performance and KPI ownership:
• Own and drive the KPIs for your portfolio: Partner delivered use-cases, partner-sourced pipeline, partner-influenced pipeline and revenue, consultants enabled and certified, partners progressing through CPN tiers, joint proposals submitted.
• Establish clear success metrics with each partner and drive regular business reviews against targets
• Report on partnership health, progress, and commercial outcomes with data-driven insights
• Every deal that runs through your partners must be set up for customer success and expansion: agree success criteria for joint accounts, make sure the partner delivers implementation and adoption support, and feed what you learn back into our partner program and the ANZ sales team.
  
  
• Market development and brand building
• Represent Anthropic in the ANZ partner ecosystem — partner events, joint customer events, and partner-led marketing.
• Adapt the global partner playbook to ANZ buying behaviour (a concentrated enterprise market of banks, miners, retailers and telcos, federal and state government panels, long procurement cycles, and a preference for local delivery partners) and decide deliberately what not to copy.
• Navigate the regulatory and sovereignty topics that come up in almost every ANZ deal (the Australian and NZ Privacy Acts, APRA CPS 230 and CPS 234, IRAP and government security requirements, critical infrastructure rules, data residency, and regulated industries such as banking, insurance and health) together with the partner and our internal experts.
• Build differentiated joint value propositions with partners so that Claude is the default recommendation of the ANZ consulting ecosystem.

You may be a good fit if you have:

• Builder mentality — comfortable starting from a small base and turning it into a scaled partner business; you enjoy doing the work yourself.
• 7+ years of partner / alliances / channel experience with system integrators and consultancies in ANZ, ideally at a cloud, data or AI platform company.
• Existing relationships in the ANZ practices of the large SIs and/or with the regional consultancies and boutiques — you know who runs the AI and data practices in Australia and New Zealand.
• Data-driven, KPI-oriented and comfortable being measured on partner-sourced pipeline; a track record of driving incremental revenue through partners in ANZ.
• History of protecting the customer experience and the brand through partners — you say no to partners that cannot deliver.
• Competitive drive — obsessed with winning and creating differentiation
• Collaborative — you work as an extension of the ANZ sales team and with Applied AI, Technical Success, partner marketing and the global GSI alliance owners.
• Strong executive presence; able to run partner executive conversations and enablement sessions.
• Based in Australia, ideally Sydney; Melbourne or Brisbane are feasible with regular time in Sydney. Willing to travel regularly within Australia and New Zealand, and occasionally to Europe and USA.
• Passion for AI and alignment with Anthropic's mission of beneficial AI development