Channel Partner Manager, Public Sector

The role

You will own reseller and distributor relationships across US federal, state, and local government. You will manage partner relationships and build channel operations to enable public sector transactions.

What you will do

• Own Anthropic's relationships with public sector partners
• Agree on joint business plans with each partner
• Align partner and direct motions with account teams
• Run partner onboarding from application to first transaction
• Own partner agreements with Legal
• Manage deal registration for the public sector channel
• Manage partner rebates and program incentives with Finance
• Build and run channel operating processes
• Work with cloud providers' public sector teams
• Forecast and report partner sourced pipeline and resale revenue

Required qualifications

• 7+ years in channel, partner or alliances roles in enterprise software or cloud
• 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
• Working fluency in channel program mechanics
• Experience running channel or partner operations
• Experience building processes and working rhythms from zero
• Clear written and spoken communication with Legal, Finance and Sales teams
• Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Field of study relevant to the role as demonstrated through coursework, training, or professional experience

Nice to have

• 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

Benefits

• Competitive compensation
• Optional equity donation matching
• Generous vacation
• Parental leave
• Flexible working hours
• Office space

Before you apply

• We do sponsor visas

About the company

Anthropic is a public benefit corporation headquartered in San Francisco. Its mission is to create reliable, interpretable, and steerable AI systems.