Others, California
Job Summary
MANDATE
Run the Anthropic partnership day-to-day. Control tower across GTM, enablement, co-sell, executive alignment.
External title - Head Alliances
Key Responsibilities
Joint business plans, QBR execution
Certification tracking
Co-sell motion
Executive escalation
Co-branded assets, MDF utilisation
CPN Strategic tier by Q4
Key Responsibilities
Own regional channel strategy and execution for the Anthropic ecosystem.
Build and manage relationships with Anthropic regional teams, cloud partners, technology partners, GSIs, and channel partners.
Drive partner-sourced and partner-influenced pipeline for Claude, Agentic AI, Digital Employees, and HCLTech Anthropic BU offerings.
Coordinate co-sell motions between Anthropic, HCLTech account teams, partner sales teams, and regional GTM teams.
Develop joint business plans with priority partners, including account mapping, campaign planning, enablement, and pipeline targets.
Support cloud marketplace, private offer, and committed-spend motions where applicable.
Enable regional sales and partner teams with solution briefs, playbooks, demos, use-case narratives, and partner training.
Work with Solution Specialists, FDEs, and technical teams to convert partner opportunities into qualified client engagements.
Track regional channel performance, pipeline progression, partner contribution, campaign outcomes, and win influence.
Represent HCLTech Anthropic ecosystem in partner meetings, QBRs, regional events, customer workshops, and executive reviews.
Identify new channel opportunities across priority industries and accounts.
Provide regional market feedback to BU leadership, GTM, MSAB, CoE, and delivery teams.
Maintain governance cadence, escalation paths, and executive reporting for regional partner activity.
Skill Requirements
Experience with Anthropic, Claude, MCP, Agentic AI, Digital Employees, or enterprise GenAI solutions.
Existing partner network across hyperscalers, GSIs, ISVs, consulting partners, or regional channel partners.
Experience with AWS, Google Cloud, Microsoft, Dell, NVIDIA, AMD, Salesforce, ServiceNow, SAP, or similar enterprise ecosystems.
Experience supporting cloud marketplace, private offers, committed spend, or partner-funded campaigns.
Experience in consulting, systems integration, managed services, or enterprise AI transformation.
Experience working across priority industries such as financial services, life sciences, manufacturing, telecom, retail, energy, or public sector.
Other Requirements
10+ years of experience in channel sales, alliance management, partner management, ecosystem development, business development, or enterprise technology sales.
Experience managing regional partner ecosystems across cloud, AI, SaaS, consulting, systems integration, or enterprise technology.
Proven ability to build partner-sourced and partner-influenced pipeline.
Experience creating joint business plans, co-sell motions, partner campaigns, and enablement programs.
Strong understanding of enterprise AI, GenAI, cloud platforms, SaaS, digital transformation, or technology services.
Ability to work with account teams, partner sales teams, GTM, marketing, solution specialists, FDEs, and delivery teams.
Strong commercial acumen and pipeline management discipline.
Excellent communication, stakeholder management, negotiation, and executive relationship skills.
Ability to operate in a matrixed, regional, and multicultural environment.
Maximum Salary (US): 240000
Minimum Salary (US): 200000
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