What are the responsibilities and job description for the Enterprise Account Executive, Federal Partners position at Anthropic?
About the role
As a Federal Partners Account Executive at Anthropic, you'll drive revenue by selling our safe, frontier AI solutions directly to Systems Integrators (SI) and Independent Software Vendors (ISV) in the public sector space. You'll focus on enabling these organizations to leverage Anthropic's AI capabilities within their own solutions and service offerings. Working closely with GTM, product, and marketing teams, you'll help these partners understand and implement our technology while driving significant revenue growth.
Responsibilities:
- Win new business and drive revenue for Anthropic working with Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close
- Identify and secure strategic deals with SIs who hold prime contracts with government agencies
- Navigate complex technical sales conversations with partners' engineering and product teams
- Work with partners' technical teams to ensure successful implementation of Anthropic's AI capabilities into their solutions
- Coordinate with cloud providers (AWS, GCP) to align technical and commercial aspects of deals
- Build deep relationships with key decision makers within partner organizations
- Provide market intelligence and partner feedback to product teams to influence our roadmap and feature development
- Create and maintain sales playbooks specific to SI and ISV sales motions
- Track and forecast sales pipeline specific to the partner segment
You may be a good fit if you have:
- 7 years of enterprise sales experience selling to Systems Integrators and ISVs
- Security clearances preferred
- A strong track record of closing complex technical sales to partner organizations
- A deep understanding of how SIs and ISVs integrate and implement new technologies into their solutions
- Experience navigating technical requirements and security standards specific to public sector implementations
- A proven ability to exceed revenue targets in partner-focused sales roles
- Strong technical acumen and the ability to engage with partners' engineering teams
- Experience coordinating with cloud providers in complex deal scenarios
- Excellent communication skills and ability to present to both technical and business audiences
- Strategic thinking combined with hands-on sales execution capabilities
- An understanding of public sector procurement processes and how partners operate within them
- A passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations
Deadline to apply: None. Applications will be reviewed on a rolling basis.
