Alliance Manager I

Job Summary

Role Purpose

Runs alliance activation and partner GTM execution for the Anthropic partnership: co-sell operations, partner-program cadence, field interlock and activation plays across the pods and geos. DRAFT scope built from the operating model; validate against the HR record. Every play is Anthropic-anchored: co-sell, marketplace pull-through and Claude consumption growth.

$ Target - Revenue & Value Mandate

Co-sell plays executed; alliance-cadence adherence; partner-sourced pipeline supported; MDF and program utilisation hygiene.

Key Responsibilities

Core Responsibilities

• Execute co-sell plays and partner-program operations with the Alliance Director
• Run the alliance cadence: QBR preparation, registrations, program compliance
• Interlock the field: connect partner motions to Geo, BT and the pods
• Support MDF and partner-program utilisation and reporting
• Coordinate activation with ACE (Anubhav) on the India charter
• Run activation plays around Claude on Bedrock and Foundry marketplace motions
• Coordinate activation around digital-employee lighthouse wins: the autonomy story is the co-sell hook

Skill Requirements

Required Capabilities

• Alliance / partner operations experience
• Co-sell mechanics and partner-program literacy
• Strong cross-functional coordination
• Anthropic ecosystem program literacy

Preferred Capabilities

• Anthropic / frontier-AI ecosystem exposure
• GSI alliance-desk experience

Other Requirements

Ownership Boundaries - Owns

• Alliance activation execution and cadence hygiene
• Co-sell operations support

Ownership Boundaries - Does Not Own

• The strategic partner relationship (BU Head)
• Alliance strategy and commitments (Alliance Director)
• Pipeline quota (GTM hunters)