Head of Channels & Alliances, EMEA

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.

About the role

The primary responsibility of the EMEA Head of Channels and Alliances is to shape and build our Channel Organization in EMEA. Our Alliance teams focus on extending and accelerating  Anthropic’s business model by recruiting and developing a portfolio of consulting, services, technology, and selling partners. As the first Alliances leader in EMEA you will grow and shape the team and partners, in order to build Anthropic’s presence, skills, sales, and market share in the region. This will be a hands-on role, with lots of IC work initially, and building out a team as we scale and grow.

This position requires an alliance professional with extensive experience in sales management, channel development, and partner relationship management. The successful candidate will build a high-performing team, design and implement sales and services strategies, and foster partnerships to achieve business goals. Our objective is to establish a channel that can offer valuable services, ensuring customer satisfaction, acceleration and driving adoption of Anthropic products. You will collaborate with teams including partner programs, enablement, partner marketing, Applied AI, Customer Success and direct sales.

Responsibilities:

• Be the face of Anthropic Alliances to our EMEA partners including SIs, GSIs and ISVs/Technology Partners.
• Build the EMEA channel team to deliver the Anthropic  Channel business charter - which is to accelerate adoption of Anthropic products, grow the customer community and to service and support our customers
• Partner with our EMEA sales leaders to ensure business objectives are identified and met
• Create a business plan on how to grow the region and to build our EMEA partner ecosystem
• Understand the partner's businesses, their products and their metrics
• Cultivating and maintaining relationships with key channel partners, including regular communication, joint business planning, and performance reviews
• Monitoring market trends and customer feedback to identify opportunities for growth and inform strategic decision-making
• Grow and manage channel pipeline and support customer opportunities when appropriate
• Review customer needs and sales/service coverage gap analysis to identify where to focus recruitment efforts
• Mentor the team and partners on scaling their business around Anthropic
• Identify strategy and focus to recruit and enable new partners to deliver the program's goals
• Guide sales and service lead distribution to the most capable partners
• Provide regular pipeline updates and lead generation activity reports
• Provide sales/marketing campaign support to partners
• Ensure partner engagement on product campaigns and marketing activities
• Work with partners on sustaining a high level of customer satisfaction
• Represent our partners and their needs to internal teams (product, sales, leadership)

You may be a good fit if you:

• 10+ years of experience developing services partners, consulting partners, value-added resellers or related channel business in the AI or enterprise software industry
• Experience building and leading a team of alliance managers
• Highly knowledgeable about the EMEA region and the business metrics and dynamics of relevant markets
• Demonstrated channel and alliances leadership experience
• Experience successfully performing against sales targets
• Experience sponsoring the identification, recruitment and management of system integrators / consulting firms and technology partners in EMEA
• Must be experienced in working with a variety of partners, from small boutique specialists to global systems integrators
• Ability to work autonomously and in virtual teams
• Willing and able to travel throughout the region

Deadline to apply: None. Applications will be reviewed on a rolling basis. 

The expected salary range for this position is:

Annual Salary:£215,000—£250,000 GBP

The expected salary range for this position is:

Annual Salary:€200.000—€230.000 EUR

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.