About us:

Intuitive.AI is one of the fastest-growing (INC 5000, CRN) Cloud & SDx solution and services companies supporting enterprise customers on a global scale. Intuitive is an "Engineering Company" delivering measurable value and key business outcomes.

Intuitive Superpowers

- DataOps & AI/ML
- Cloud Native, AppSecOps, DevSecOps
- Cloud Migration & Transformation

- Cloud FinOps
- Cybersecurity (App/Data/Infra) & GRC
- SDx & Digital Workspace

We are proud to partner with some of the world's leading enterprises and serve 200+ customers across different industry verticals. We have achieved many milestones along the way, including being recognized as a top-10 fast-growth 150 IT company in the Americas by CRN in 2022 and being named one of America's fastest-growing private companies by INC 5000 in 2022. That’s not all! Even CIO Review awarded us as the Most Promising Cloud Migration Company and Artificial Intelligence Solutions Provider in 2022.

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Title: Partner Sales Manager - Anthropic Alliance

Position Type: Full Time

Location: Remote across India

Reports To: EVP, Alliances & Chief Alliance Officer

Role Type: Strategic Alliance Management (with co-sell coordination component)

Market Coverage: Global accounts, with priority on North America (given Anthropic's core commercial motion)

Role Overview The Anthropic Alliance Manager is an India-based, relationship-focused role that owns Intuitive's strategic partnership with Anthropic. You serve as the primary bridge between Anthropic's field, partner teams, and Intuitive's sales, solutions architecture, marketing, and delivery organizations. This is fundamentally an alliance and partner sales management role where success is measured by partnership health, enablement effectiveness, and coordinated co-sell execution.

Approximately 5 0% alliance & partnership management , 5 0% co-sell coordination and deal support .

You will be the single accountable owner of Intuitive's Anthropic relationship end-to-end—from navigating Anthropic's organization and understanding their priorities to enabling your teams to co-sell effectively, registering deals, managing co-investment programs, and facilitating handshakes between Anthropic's sellers and Intuitive's sales, GTM, delivery, and solutions teams.

Claude is most frequently deployed through Intuitive's existing hyperscaler routes (AWS Bedrock, Google Cloud Vertex AI, Databricks), so you work closely with Intuitive's AWS, Google Cloud, and Databricks alliance managers to coordinate deal routing, funding, and customer handoffs—while remaining the single orchestrator of the Anthropic relationship itself.

Key Insight: This role requires deep alliance management skills (relationship navigation, program maturity, stakeholder alignment) alongside co-sell coordination (opportunity identification, deal support, enablement). You succeed by building a healthy, productive partnership with Anthropic while facilitating meaningful co-sell pipeline for Intuitive's teams.

Key Responsibilities

Alliance & Partnership Management (50%)

Relationship Ownership & Navigation

- Serve as Intuitive's primary interface with Anthropic across all dimensions:
- Anthropic North America field sellers and account executives
- Anthropic partner development managers and solutions architects
- Anthropic partner program leadership
- Build and maintain trusted relationships with Anthropic executives and field:
- Establish regular engagement cadence (monthly business reviews, quarterly strategic alignment)
- Communicate Intuitive's capabilities, constraints, and growth priorities
- Escalate partnership issues (deal conflicts, program gaps, capability gaps) and drive resolution
- Serve as advocate for Intuitive within Anthropic organization
- Represent Anthropic's priorities and feedback internally to Intuitive leadership
- Manage Anthropic's perception of Intuitive :
- Demonstrate Intuitive's credibility, reliability, and delivery excellence
- Educate Anthropic on Intuitive's market position, customer base, and unique capabilities
- Highlight Intuitive's competitive differentiation and fit for partnership
- Build confidence for expanded co-sell opportunities and priority in competitive deals

Claude Partner Network (CPN) Program Management & Compliance

- Own Intuitive's presence in Claude Partner Network :
- Maintain accurate partner records and program tier status in Anthropic systems
- Ensure 100% compliance with CPN requirements and reporting
- Track and report on program benefits, co-investment allocations, and utilization
- Manage deal registration process (timeline, requirements, funding)
- Submit customer success stories and case studies demonstrating joint value
- Drive partner program maturity and advancement :
- Understand CPN tier structure and requirements (Registered → Select → Preferred)
- Identify and track progress toward tier advancement
- Align with Anthropic on capability development roadmap
- Advocate for program enhancements or adjustments based on Intuitive's needs
- Manage co-investment and MDF programs :
- Coordinate approval and deployment of co-investment funds with Anthropic
- Develop annual co-marketing and enablement budget
- Track MDF utilization and ROI (campaigns, events, webinars)
- Report on fund effectiveness and recommend optimization
- Identify high-impact investment opportunities (customer events, certifications, demand gen)

Enablement & Capability Development

- Coordinate Claude enablement for Intuitive teams :
- Arrange Claude product training and updates for account teams, solutions architects, and delivery leads
- Facilitate access to Anthropic Academy, sales playbooks, competitive positioning materials, customer case studies
- Support Claude Certified Architect (CCA) certification programs
- Track certification progress and build internal expertise
- Build internal enablement resources :




- Develop or curate Claude positioning and competitive messaging for Intuitive teams
- Create solution briefs and use case documentation (coding, customer service, research, etc.)
- Maintain library of customer case studies and ROI examples
- Educate teams on Anthropic's product roadmap and differentiation vs. OpenAI, Gemini, etc.
- Ensure 80%+ of Intuitive account teams understand Claude value propositions
- Support internal Claude adoption :
- Encourage Intuitive teams to use Claude internally (APIs, products, services)
- Facilitate access to technical resources and technical support
- Build credibility and firsthand understanding of Claude capabilities across organization

Partnership Health Tracking & Reporting

- Monitor key partnership health metrics :
- Co-sell pipeline and bookings (monthly reporting to leadership)
- Partner-sourced and partner-influenced revenue contribution
- Competency and certification progress within Intuitive
- Joint customer wins, deployments, and success outcomes
- Co-investment/MDF spend and ROI
- Report partnership status to leadership :
- Quarterly to Intuitive:
- Partnership health assessment and trend
- Pipeline and bookings status
- Capability development progress
- Market feedback and competitive intelligence
- Strategic priorities and recommended program evolution
- Monthly to Anthropic partner leadership:
- Intuitive's co-sell pipeline and deal progression
- Capability development (certifications, enablement adoption)
- Identified expansion opportunities
- Market feedback and customer insights
- Identify expansion opportunities :
- Spot high-potential opportunities for deeper partnership
- Recommend new co-marketing initiatives or customer engagements
- Suggest product/service expansions aligned to Anthropic ecosystem
- Propose joint business initiatives

Co-Sell Coordination & Deal Support (50%) Co-Sell Motion Enablement

- Facilitate co-sell opportunity identification and routing :
- Work with Anthropic's account teams to identify net-new customer opportunities
- Brief Intuitive sales teams on Anthropic-sourced leads
- Help position Intuitive's Claude practice offerings into customer conversations
- Support opportunity qualification and development :
- Collaborate with Anthropic AEs and Intuitive sellers on customer discovery
- Help develop mutual business cases and joint value propositions
- Support technical POCs and customer evaluations
- Facilitate introductions between Intuitive delivery teams and customers
- Coordinate Anthropic technical resources for customer conversations
- Enable handshakes between Anthropic and Intuitive teams :
- Broker introductions between Anthropic sellers and Intuitive account teams
- Facilitate GTM alignment (Anthropic's go-to-market strategy vs. Intuitive's offerings)
- Clarify deal ownership and collaboration model (Anthropic-led vs. Intuitive-led)
- Remove friction in hand-offs between Anthropic AE → Intuitive sales → Intuitive delivery
- Ensure clear understanding of roles, responsibilities, and commitment

Deal Registration & Pipeline Management

- Own deal registration in Anthropic Partner Portal :
- Register qualified Anthropic-sourced opportunities (100% of qualified deals)
- Maintain clean, detailed opportunity records (customer name, stage, value, close date, positioning)
- Track deal progression and update status weekly
- Escalate blockers or deal risks to leadership
- Ensure timely and accurate forecasting
- Coordinate funding and deal support :
- Request co-investment or deal support from Anthropic when needed
- Structure deals to leverage AWS Bedrock, Google Vertex AI, or Databricks integrations
- Coordinate MDF or demand-gen funding for customer-specific campaigns
- Communicate deal status and support needs to Anthropic partner leadership

GTM & Offerings Alignment

- Translate between Anthropic's GTM and Intuitive's capabilities :
- Understand Anthropic's priority use cases and sales motion
- Communicate which Intuitive offerings map to Anthropic priorities
- Identify gaps where Intuitive could better serve Anthropic opportunities
- Recommend product, service, or positioning changes to better align
- Build and maintain co-sell playbooks :
- Document Claude use cases and customer problems Intuitive solves
- Create positioning materials for Intuitive sellers
- Develop competitive messaging (Claude vs. OpenAI, Gemini, etc.)
- Build deal progression guidance for typical Anthropic co-sell cycles
- Update playbooks as market and product evolve
- Support proposals and customer presentations :
- Help Intuitive sellers develop customer proposals showcasing Claude capabilities
- Provide customer case studies and ROI examples
- Coordinate Anthropic technical resources for customer presentations
- Support technical questions and customer objections

Success Indicators Partnership Health & Relationship

- Anthropic confidence and preference : Regular co-selling with Anthropic AEs; Intuitive recognized as preferred delivery partner in competitive opportunities
- Engagement cadence : Monthly business reviews with Anthropic; quarterly executive alignment; responsive communication
- Program tier and standing : Maintain or advance within Anthropic's partner program (Select or Preferred tier); compliance with all requirements
- Relationship depth : Multiple trusted relationships within Anthropic (sales, partners, leadership); easy escalation paths for issues

Co-Sell Pipeline & Bookings

- Net-new Anthropic co-sell pipeline : $10M+ annually generated through coordinated co-sell motions




- Pipeline quality : 40%+ conversion rate from pipeline to customer engagement (clean, well-qualified opportunities)
- Customer bookings : Measurable revenue booked through Anthropic co-sell within 12-18 months
- Partner-sourced revenue contribution : Clear attribution and tracking of revenue influenced by Anthropic partnership

Operational Excellence

- Deal registration : 100% of qualified Anthropic opportunities registered in Partner Portal; clean records updated weekly
- Hyperscaler coordination : Smooth handoffs between Anthropic and Intuitive's AWS, Google Cloud, Databricks teams; zero confusion on deal ownership
- ✅ Co-investment ROI : Effective deployment and ROI tracking of co-investment and MDF funds
- ✅ Program compliance : 100% compliance with Anthropic Partner Network requirements and reporting

Required Qualifications

- 5-8+ years of experience in:
- Alliance management, partnership development, or business development roles
- Managing relationships with technology vendors or hyperscalers
- Co-sell program coordination or channel partnership enablement
- Preferably with AI/ML, LLM, or GenAI platforms (Anthropic, OpenAI) OR hyperscaler partnerships (AWS, Google Cloud, Azure)
- Proven ability to build and manage strategic partnerships :
- Track record of growing partner program maturity and revenue contribution
- Experience navigating complex partner program requirements and compliance
- Success in enabling sales teams to co-sell effectively
- Comfort working across multiple stakeholders without direct authority
- Experience with consulting/systems integrator (SI) partners :
- Deep understanding of how AI/cloud consulting services are sold and structured
- Familiarity with SI partner economics and business models
- Experience navigating partner and hyperscaler co-sell programs from the SI perspective
- Knowledge of how SIs deliver technology solutions to enterprise customers
- Working familiarity with enterprise AI/agentic delivery :
- Understanding of concepts like RAG, agents, model routing, agentic workflows
- Ability to credibly engage technical partner stakeholders and customer architects
- Enough product knowledge to position Claude's strengths in customer conversations
- Understanding of hyperscaler marketplace and co-sell mechanics :
- Familiarity with AWS Bedrock, Google Cloud Vertex AI co-sell models
- Comfort navigating deal registration, co-investment processes, and multi-vendor coordination
- Plus (not required): Experience managing deals across multiple cloud/platform partnerships
- Ability to operate across time zones and geographies :
- Comfortable working North America business hours from an India base (flexibility for EST/PST meetings)
- Willingness to travel occasionally (2-4 times annually) to meet with Anthropic and key account teams in North America or India
- Self-starter mentality with strong operational discipline :
- Ability to navigate and manage complex partner relationships independently
- Comfort with ambiguity and evolving partner programs
- Strong organizational and project management skills
- Disciplined about CRM hygiene, reporting, and follow-through
- Excellent communication and relationship skills :
- Ability to engage Anthropic executives, field sellers, and Intuitive's internal leadership
- Strong written communication for reports, proposals, and executive updates
- Relationship-building mindset with focus on trust and mutual benefit
- Ability to translate between technical and business conversations

Preferred Qualifications

- Direct experience at a consulting/SI partner (Accenture, Deloitte, EY, IBM, Capgemini, etc.) managing vendor or technology partnerships
- AI/LLM platform expertise :
- Hands-on experience with Claude API or Claude.ai
- Understanding of Claude's competitive positioning vs. OpenAI, Google Gemini, Meta Llama
- Familiarity with Claude use cases (coding, customer service, research, content generation, knowledge work)
- Modern data platform co-sell experience (Databricks, Snowflake, etc.) showing understanding of how data platforms and AI models integrate
- India-based consulting/services ecosystem knowledge :
- Familiarity with Indian IT services and consulting firms (Infosys, TCS, Wipro, HCL, Accenture India, etc.)
- Understanding of how Indian firms partner with global AI platforms
- Existing relationships in India's consulting/AI ecosystem
- Previous success building new partner motions from scratch at earlier-stage companies or ventures

What This Role Demands You thrive in this role if:

- Alliance-oriented : You care deeply about partnership health, mutual success, and long-term value creation—not just short-term transactions
- Relationship builder : You genuinely enjoy building trust with partners and colleagues. You give honest feedback, resolve conflicts directly, and find creative solutions
- Operationally organized : You're disciplined about tracking, reporting, and follow-through. CRM is not an obstacle—it's how you stay organized and accountable
- Sales-enablement minded : You understand sales dynamics but your job is enabling your teams to sell, not carrying personal quota
- Comfortable with ambiguity : Anthropic's India market is nascent; the Claude Partner Network is evolving; Intuitive's Claude practice is still building. You see this as chance, not chaos
- Orchestrator & diplomat : You translate between Anthropic's sales culture and Intuitive's consulting delivery model. You find common ground and create mutual wins
- Technically credible : You understand enough about Claude, LLMs, and enterprise AI to engage technical teams and customers without being intimidated
- Self-sufficient : You build your own relationships, identify opportunities, and drive progress independently. You don't need hand-holding or permission for alliance work
- Bridge builder : You excel at connecting people and organizations. You enjoy facilitating handshakes and enabling others to succeed

📌 Partner Sales Manager - Anthropic Alliance (India)
🏢 Intuitive.Cloud
📍 India