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
- Anthropic is seeking a high-ownership, hands-on operator to drive our strategic growth with Microsoft Azure. You'll play a critical role in managing this key relationship, generate large-scale revenue opportunities, and work with leadership across both organizations to accelerate Anthropic's AI adoption through Azure's global enterprise ecosystem.In this role, you'll help shape how frontier AI technology is commercialized at scale and develop the blueprint for successful AI-cloud provider partnerships. You'll focus on Microsoft's largest and most complex customers — the global enterprises navigating AI transformation with Claude in the Microsoft Azure ecosystem.
Responsibilities
- Develop and execute comprehensive GTM strategies for our Microsoft partnership across Strategic and Major accounts, including co-selling motions, enablement programs, and joint business plans
- Build pipeline, develop forecasting models, and drive revenue targets for the partnership
- Build and maintain cross-functional relationships across Microsoft's field organization, including sellers and technical pre-sales teams
- Create and implement scalable processes for partnership operations, including intake management, escalation workflows, and reporting
- Drive strategic planning and execution of joint initiatives, including major customer engagements, executive briefings, and marquee events
- Design and execute sales plays and enablement programs tailored to enterprise segments
- Provide strategic market intelligence and competitive insights to inform product and business strategy
- Develop and execute comprehensive GTM strategies for our Microsoft partnership across Strategic and Major accounts, including co-selling motions, enablement programs, and joint business plans
- Build pipeline, develop forecasting models, and drive revenue targets for the partnership
- Build and maintain cross-functional relationships across Microsoft's field organization, including sellers and technical pre-sales teams
- Create and implement scalable processes for partnership operations, including intake management, escalation workflows, and reporting
- Drive strategic planning and execution of joint initiatives, including major customer engagements, executive briefings, and marquee events
- Design and execute sales plays and enablement programs tailored to enterprise segments
- Provide strategic market intelligence and competitive insights to inform product and business strategy
You may be a good fit if you have
- 7+ years of experience in go-to-market roles at technology companies, with demonstrated ability to navigate complex enterprise organizations and work across many cross-functional teams
- Deep understanding of enterprise cloud services and AI/ML market dynamics
- Technical background or acumen -- you can credibly discuss Claude's capabilities with solutions architects and hold your own in technical conversations
- Strong business acumen -- you can also easily surface core strategic considerations with very senior stakeholders across Anthropic, Microsoft, and customer executives
- Exceptional communication and relationship-building skills -- you're a gifted storyteller who can translate complex AI capabilities into business value
- Excellence in program management and operations -- you build systems, not just run plays
- Comfort with ambiguity -- you define your own objectives, create measurements, and execute independently
- Ability to balance 80:20 prioritization while still sweating the details where they matter
- 7+ years of experience in go-to-market roles at technology companies, with demonstrated ability to navigate complex enterprise organizations and work across many cross-functional teams
- Deep understanding of enterprise cloud services and AI/ML market dynamics
- Technical background or acumen -- you can credibly discuss Claude's capabilities with solutions architects and hold your own in technical conversations
- Strong business acumen -- you can also easily surface core strategic considerations with very senior stakeholders across Anthropic, Microsoft, and customer executives
- Exceptional communication and relationship-building skills -- you're a gifted storyteller who can translate complex AI capabilities into business value
- Excellence in program management and operations -- you build systems, not just run plays
- Comfort with ambiguity -- you define your own objectives, create measurements, and execute independently
- Ability to balance 80:20 prioritization while still sweating the details where they matter
Strong candidates may also have
- Experience working with or within large cloud providers or their partner ecosystems
- Direct experience scaling GTM teams at fast-growing organizations
- Experience working in a directly client-facing role, such as customer success or consulting
- Varied, non-linear career path -- we value scrappy backgrounds and diverse experiences
- Technical degree or experience in engineering, design, product management, or a related field
- Experiences we aren't thinking of in these bullet points -- tell us more about what makes you passionate about this kind of work!
- Experience working with or within large cloud providers or their partner ecosystems
- Direct experience scaling GTM teams at fast-growing organizations
- Experience working in a directly client-facing role, such as customer success or consulting
- Varied, non-linear career path -- we value scrappy backgrounds and diverse experiences
- Technical degree or experience in engineering, design, product management, or a related field
- Experiences we aren't thinking of in these bullet points -- tell us more about what makes you passionate about this kind of work!
- The annual compensation range for this role is listed below.
- For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.
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.
