Head of Technology Partnerships

About the role

As Head of Technology Partnerships, you will make Claude's ecosystem of technology partners a primary engine of distribution, customer retention, and product innovation. This is a senior leadership role with no inherited playbook. You are a high agency leader and have a track record of building new functions and capabilities. You will set the strategic technology partner strategy, hold the senior relationships with partner executives, drive high-stakes strategic partnerships, build and scale joint businesses, manage technology partner leads, and drive business impact. You are highly commercial and fluent with technical capabilities. You will collaborate with Sales, Business Development, Product, Applied AI, Partner Programs, and Partner Marketing.

Key responsibilities

• Set Anthropic's technology partner strategy: priority partners, investment levels, and business goals across strategic partners.
• Hold the executive relationships with our most strategic technology partners, establish joint business plans, and lead the highest-impact partnerships.
• Define the "better together" story with each strategic partner, including the products, use cases, and industries we will take to market together, the ones we will not, and how we handle overlap between our products and theirs.
• Create repeatable co-build, co-sell, co-market, and marketplace motions.
• Shape partnership structures with Business Development and account teams across product integration, commercial terms, distribution, and joint go-to-market, then take accountability for outcomes once agreements are signed.
• Represent technology partners inside Anthropic: shape product requirements for connectors, plugins, and Marketplace, and influence developer experience, partner economics, and program design.
• Build the measurement system for evaluating partner health and business impact.

Minimum qualifications

• Have built and led a technology partnerships, alliances, or strategic partnerships function, including hiring and managing partner leads and owning the organization's revenue or consumption target.
• Have personally led strategic partnerships with large enterprise software companies at the executive level.
• Have delivered on complex partnerships that combine product integration, commercial terms, distribution, and joint go-to-market, working alongside legal, finance, and product.
• Understand AI platforms, SaaS and consumption business models, cloud marketplaces, and enterprise go-to-market well enough to design a joint solution with a partner's product and field leaders, and to explain how Claude is embedded in and consumed through a partner's product.
• Have credibility with partner C-level executives and with internal product, engineering, sales, finance, legal, and marketing leaders, and lead through influence in a matrix where account executives own the customer relationship.
• Care about the safe and beneficial development of AI, and want the partnerships you run to reflect that.

Preferred qualifications

• Experience standing up an ecosystem business or partner function from scratch at a high-growth company and scaling it from first hires to a multi-team organization.
• Experience leading partnerships, marketplace, or ecosystem with enterprise SaaS, data platform, or cybersecurity companies.
• Experience building industry-specific or use-case-specific go-to-market plays with a partner and taking them to production at joint customers.
• Working familiarity with how AI applications and agents are built on model APIs, agent SDKs, and the Model Context Protocol.
• 12+ years in technology partnerships, business development, platform ecosystems, or enterprise software, including several leading teams.