Solutions Marketing Manager

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 

We are seeking a Solutions Marketing Manager to drive the strategic positioning and go-to-market approach for Claude across key customer segments, especially within traditional enterprises. This critical role will transform how we package, position, and communicate our AI solutions to meet the specific needs of diverse industries and use cases. You'll help architect our solutions messaging, creating compelling bundles and SKU strategies that accelerate enterprise adoption and drive revenue growth.

Working at the intersection of sales, product, and marketing, you'll develop segment-specific solutions that showcase Claude's transformative potential for industry-specific applications across our product portfolio. This role requires deep customer empathy, technical acumen, and the ability to translate complex AI capabilities into clear, value-driven solutions that resonate with decision-makers across organizations.

Responsibilities:

• Develop and execute comprehensive solutions marketing strategies that drive adoption across enterprise, startup, and vertical segments
• Create compelling solution positioning, bundles, and SKU messaging that clearly articulates value propositions for each target segment while addressing unique regulatory, technical, and business requirements 
• Partner with Sales leadership to develop segment-specific solutions that accelerate deal velocity and increase average contract values
• Build solution frameworks that enable sales teams to effectively position Claude for specific use cases, industries, and buying centers
• Collaborate with Product and Engineering to influence roadmap decisions based on market needs and solution requirements
• Create comprehensive sales enablement materials including solution briefs, competitive battlecards, ROI calculators, and demo scripts
• Establish pricing and packaging strategies that align with customer value perception and competitive positioning
• Build relationships with key customers to deeply understand their challenges and co-create innovative solutions

You may be a good fit if you:

• Have 7+ years of B2B marketing experience, with at least 3+ years in solutions marketing, product marketing, or sales enablement
• Possess deep experience creating solution positioning and go-to-market strategies that directly impact revenue growth
• Have a proven track record of developing successful bundles, packages, and SKU strategies in enterprise software
• Demonstrate technical fluency sufficient to understand AI/ML concepts and translate them into business value
• Excel at cross-functional collaboration, particularly with sales teams, to create solutions that accelerate deal cycles
• Have experience with code modernization, digital transformation, or developer-focused solutions
• Show exceptional ability to synthesize complex technical capabilities into clear, segment-specific value propositions
• Are comfortable working in fast-paced environments where you'll need to quickly iterate and scale successful approaches
• Possess strong analytical skills to measure solution performance and optimize based on data
• Have experience building solutions for multiple segments simultaneously while maintaining consistency and quality

Strong candidates may also:

• Have experience marketing AI/ML or emerging technology solutions to enterprise customers
• Possess hands-on experience with solution selling methodologies (MEDDIC, Challenger, Solution Selling)
• Show success in creating vertical-specific solutions for regulated industries (Financial Services, Healthcare, Government) and/or Vertical SaaS
• Have developed solutions that span both technical and business buyers
• Demonstrate experience with usage-based or consumption pricing models
• Have worked closely with enterprise architecture teams or transformation offices
• Show a track record of building solutions that significantly expand deal sizes and accelerate sales cycles
• Possess certifications or deep knowledge in cloud platforms, enterprise architecture, or specific verticals

The expected salary range for this position is:

Annual Salary:$255,000—$320,000 USD

Logistics

Education requirements: We require at least a Bach