Partner Account Manager - DACH

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. As Partner Account Manager you will help manage and execute the partnerships that accelerate Claude adoption, unlock new capabilities and drive outcomes for our joint customers across Germany, Austria and Switzerland. You will own a defined set of named partners end to end — a mix of (a) in-country DACH practices of our global system integrators (e.g. Accenture, Deloitte, Capgemini, PwC, BCG), 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 DACH enterprises and the Mittelstand actually buy from. The DACH partner book is split between you and the Head of Partnerships DACH and CEE; for every partner assigned to you, you own the plan, the enablement path, the co-sell motion with our DACH sales team and the partner-sourced and partner-influenced pipeline that results from it. This is a builder role: partner-sourced pipeline in DACH 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 DACH 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 (agentic engineering rollouts, agentic use cases, enterprise adoption programs) for the priority DACH industries: automotive and manufacturing, financial services and insurance, public sector, telco, pharma and chemicals. • Drive co-selling with the DACH 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 DACH sales team. Market development and brand building • Represent Anthropic in the DACH partner ecosystem — partner events, joint customer events, and partner-led marketing in German. • Adapt the global partner playbook to DACH buying behaviour (Mittelstand vs. DAX/SMI enterprises, long procurement cycles, works councils, preference for local delivery partners) and decide deliberately what not to copy. • Navigate the regulatory and sovereignty topics that come up in almost every DACH deal (GDPR, EU AI Act, data residency, regulated industries such as banking and insurance) together with the partner and our internal experts. • Build differentiated joint value propositions with partners so that Claude is the default recommendation of the DACH 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. • 8+ years of partner / alliances / channel experience with system integrators and consultancies in DACH, ideally at a cloud, data or AI platform company. • Existing relationships in the DACH practices of the large SIs and/or with the regional consultancies and boutiques — you know who runs the AI and data practices in Germany, Austria and Switzerland. • Data-driven, KPI-oriented and comfortable being measured on partner-sourced pipeline; a track record of driving incremental revenue through partners in DACH. • 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 DACH sales team and with Applied AI, Technical Success, partner marketing and the global GSI alliance owners. • Business-fluent German (C1+ / native) and English; able to run partner executive conversations and enablement sessions in German. • Based in Germany and willing to travel regularly within DE / AT / CH and occasionally to London and San Francisco. • Passion for AI and alignment with Anthropic's mission of beneficial AI development Working Relationships You will formally report to the International Partnerships leader, while your day-to-day work will be led by our DACH and CEE Partnerships leader who is based in Munich. You will also partner closely with Anthropic's regional sales leader and their Account Executives, as well as the in-region Customer Success and Technical Account Managemen