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)