Senior Alliance Manager, Deloitte

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

As a GSI Alliance Manager at Anthropic, you will be responsible for building, managing, and scaling strategic partnerships with Deloitte, and other leading GSIs, to accelerate the adoption of Anthropic's AI capabilities in enterprise markets. You will work at the intersection of cutting-edge AI technology and large-scale enterprise transformation, helping GSIs integrate Claude into their solution portfolios and joint go-to-market strategies.

This role is critical to extending Anthropic's reach through the GSI ecosystem, enabling us to serve enterprise customers at scale while maintaining our commitment to responsible AI development. You will be a key driver in establishing Anthropic as a preferred AI partner within the GSI community, helping shape how safe and beneficial AI is deployed across global enterprises.

Responsibilities:

Strategic Relationship Management

• Develop and execute comprehensive business plans with Deloitte, and other leading GSIs, to drive mutual growth and revenue targets
• Build and maintain executive-level relationships with Deloitte across multiple practices and business units
• Own the full GSI partnership lifecycle from initial engagement through long-term strategic alignment and expansion
• Negotiate and structure partnership agreements, including technical integration terms, resale agreements, go-to-market strategies, and revenue-sharing models

Business Development & Revenue Generation

• Collaborate with Deloitte and other leading GSIs to identify, qualify, and close enterprise opportunities using Anthropic's AI solutions
• Drive joint sales activities including customer workshops, field events, co-marketing, proof-of-concepts, and strategic account planning
• Support Deloitte field teams in positioning Claude as part of integrated enterprise solutions and digital transformation initiatives
• Track pipeline development, forecast revenue, and report on partnership performance metrics and KPIs

Enablement & Solution Development

• Work closely with Deloitte and other leading GSIs to develop joint solutions, industry-specific offerings, and intellectual property assets
• Lead enablement programs including technical training, certification development, and sales methodology alignment
• Coordinate with Anthropic's product, engineering, and Applied AI teams to ensure Deloitte requirements influence our roadmap
• Facilitate knowledge transfer and best practice sharing between Anthropic and Deloitte technical teams

Go-to-Market Leadership

• • Design and execute joint marketing campaigns, thought leadership initiatives, and industry event participation
  • Develop customer success stories and case studies that demonstrate the value of Anthropic-Deloitte joint solutions
  • Partner with internal teams (sales, marketing, product marketing) to align Anthropic's GTM strategy with Deloitte capabilities
  • Represent Anthropic at Deloitte, and other GSI partner events, customer engagements, and industry conferences

You may be a good fit if you have:

• 6+ years of experience in strategic alliances, partnership management, or business development with enterprise technology companies
• Proven track record managing relationships with Deloitte or other Global System Integrators (Accenture, IBM, Cognizant, TCS, etc.) and Consulting Firms (McKinsey & Company, Boston Consulting Group, and Bain & Company)
• Experience working with Cloud partners to accelerate engagements with GSIs
• Experience driving measurable revenue growth through indirect channels and partner ecosystems
• Strong understanding of enterprise sales cycles, complex deal structures, and multi-stakeholder decision-making processes
• Deep understanding of enterprise technology landscapes including cloud platforms, digital transformation, and emerging technologies
• Familiarity with AI/ML technologies, particularly large language models and their enterprise applications
• Exceptional executive presence and ability to influence senior stakeholders across complex organizations
• Strong analytical skills with experience in busine