Head of Global Reseller Partnerships

About the role

We're looking for an experienced partnerships leader to design, build, and scale our global reseller program. This is both a strategic and hands-on role—you'll define our channel architecture while also recruiting partners, negotiating agreements, and driving revenue growth.

Our reseller strategy spans three distinct motions: traditional reseller partnerships, cloud marketplace transactions (AWS, Google Cloud, and Azure), and co-sell relationships with cloud provider sales teams. You'll build a program that thoughtfully leverages each channel—accelerating growth in commercial and SMB segments across mature markets, enabling customers to transact through their existing cloud commitments, and establishing routes to market in regions where we have limited direct presence.

This role offers the opportunity to shape how Anthropic's AI technology reaches customers globally, working at the intersection of channel strategy, cloud partnerships, and go-to-market execution.

Responsibilities:

• Define and execute our global reseller strategy across traditional resellers, cloud marketplaces, and cloud provider co-sell programs

• Recruit and enable reseller partners in mature markets (North America, Western Europe) who can extend our reach into commercial and SMB segments

• Establish resellers as our primary channel in emerging markets across Latin America, Middle East, Africa, and Asia Pacific, selecting partners with strong local relationships and technical capability

• Build out our cloud marketplace presence on AWS Marketplace, Google Cloud Marketplace, and Azure Marketplace, including private offer capabilities and procurement optimization

• Develop strategic co-sell relationships with cloud provider partner teams to ensure we're positioned in their deal flow

• Design program architecture including partner tiers, margin structures, marketplace economics, deal registration, and rules of engagement with direct sales

• Create enablement programs that help traditional partners become productive quickly while training internal teams on marketplace and co-sell motions

• Partner with sales leadership to establish clear segmentation and routing logic that minimizes channel conflict while maximizing coverage

• Collaborate with finance to model the economics of each channel type and with legal to develop appropriate contractual frameworks for different regions and transaction types

You may be a good fit if you have:

• Significant experience building and scaling reseller or channel programs at a high-growth technology company

• Global operating experience with an understanding of how channel strategy differs across market maturities

• Hands-on experience with cloud marketplace go-to-market strategies and the mechanics of AWS, GCP, and Azure partner programs (private offers, co-sell motions, marketplace incentives)

• Demonstrated ability to recruit partners who genuinely drive revenue, not just sign agreements

• Strong commercial instincts for designing program economics that balance traditional reseller margins, marketplace fees, and cloud provider incentives

• Comfort with ambiguity and the ability to build structure where none exists

• Effectiveness presenting to executives while also working through operational details

• A collaborative approach to working across sales, finance, legal, and product teams

Strong candidates may also have:

• Experience in AI, cloud infrastructure, or enterprise software

• Prior exposure to emerging market channel development

• Track record of navigating cloud provider relationships and getting products prioritized in co-sell programs

• Experience building channel programs that span both direct transactional models and marketplace distribution

Anthropic is an AI research company focused on the safety of AI systems. Its research includes natural language processing, human feedback, scaling laws, reinforcement learning, code generation, and interpretability. The initial product is Claude, an AI assistant for various tasks. The company develops AI systems that prioritize safety, transparency, and alignment with human values.