Partnerships Lead - ANZ

About the role

This is a critical leadership role responsible for building and scaling Anthropic's consulting partner ecosystem and AI-native boutique partners across Australia and New Zealand (ANZ) region. You will own the strategic roadmap, investment prioritization, development plans, and revenue accountability for a portfolio of partnerships that will collectively become critical drivers of Anthropic's enterprise growth. This is a builder role, not a manager role. Given Anthropic's stage, we need someone who has proven they can take partnerships from zero to scaled revenue engines - someone who has built these relationships from the ground up, not just inherited and managed existing ones.

Key responsibilities

• Partnership development and execution:
• You will treat each partner as a structured sales pursuit with detailed stakeholder mapping, account plans, and targeted engagement strategies.
• You will guide partners in creating repeatable customer solutions that address specific use cases across industries including financial services, healthcare, retail, manufacturing, public sector, and professional services.
• Performance and KPI ownership:
• Own and drive key performance indicators: partner-sourced pipeline, partner-influenced revenue, consultants trained and certified, 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 influenced through your partner portfolio must be architected for customer success and long-term value expansion. You will establish success criteria for joint accounts, ensure proper implementation and adoption support, and create feedback loops that drive continuous improvement.
• Market Development & Brand Building
• Amplify the Anthropic brand across ANZ through strategic partner relationships
• Develop and execute market-specific GTM strategies adapted to local business practices and cultural nuances
• Navigate regional regulatory, compliance, and data sovereignty considerations
• Create competitive differentiation through unique partner capabilities and joint value propositions

Minimum qualifications

• 15+ years of experience in enterprise technology partnerships, ideally within cloud, AI/ML, or platform businesses
• Demonstrated track record of building and scaling enterprise technology partnerships from zero to meaningful, repeatable revenue
• Experience driving partner-sourced and partner-influenced pipeline through consulting, systems integrator, or platform partners
• Hands-on proficiency with CRM and pipeline management tools (e.g., Salesforce) and with building account plans, stakeholder maps, and partner business reviews
• Ability to work cross-functionally across sales, product, marketing, and regional teams
• Based in, and authorized to work in, the ANZ region

Preferred qualifications

• Deep existing relationships at VP+ level within target partners
• Track record of driving incremental revenue through partnerships specifically in ANZ
• History of delivering exceptional customer success and brand protection through partner channels
• Strong data-driven orientation toward measurable outcomes and KPI attainment
• A builder mentality, comfortable starting from zero; a competitive drive obsessed with winning and differentiation; and a passion for AI aligned with Anthropic's mission of beneficial AI development