Channel Partner Manager, Public Sector

Location: Washington, DC, United States. Hybrid policy: staff must work from one of the offices at least 25% of the time.

Annual OTE compensation: $215,000–$300,000 USD, including base salary and sales commissions or bonuses.

Company

Anthropic develops reliable, interpretable, and steerable AI systems intended to be safe and beneficial for users and society.

What you will do

• Own reseller and distributor relationships across US federal, state, local government, and education markets.
• Build joint business plans, run partner reviews, and align partner and direct sales motions with public sector account teams.
• Run partner onboarding from application and diligence through agreement execution, enablement, and first transaction.
• Manage agreements, deal registration, rebates, incentives, quoting, order handling, reporting, and partner escalations.
• Build channel operating processes, service levels, documentation, and reporting for partner-sourced pipeline and resale revenue.
• Coordinate with Legal, Finance, Sales, and cloud provider public sector teams on contract vehicles, marketplaces, and authorized cloud environments.

Requirements

• 7+ years of experience in channel, partner, or alliances roles in enterprise software or cloud, including at least 3 years focused on the US public sector.
• Direct experience managing reseller or distributor relationships serving government or education buyers.
• Knowledge of public sector technology procurement, contract vehicles, two-tier distribution, and reseller-led purchasing.
• Experience with deal registration, partner onboarding, margins, rebates, agreements, program administration, reporting, and channel operations.
• Experience building processes and operating rhythms from zero, with strong written and spoken communication across Legal, Finance, and Sales.
• Bachelor’s degree or equivalent education, training, or professional experience in a relevant field.

Nice to have

• Experience with FedRAMP and software running in authorized cloud environments.
• Experience with federal, state, and education contract vehicles.
• Experience with cloud marketplace resale and private offers for public sector buyers.
• Experience on both reseller or distributor and vendor sides of a relationship.
• Familiarity with government and education adoption of AI.

Culture & Benefits

• Collaborative environment focused on safe, trustworthy, and beneficial AI.
• Flexible working hours, generous vacation and parental leave, and competitive benefits.
• Optional equity donation matching and office-based collaboration.
• Visa sponsorship is available, subject to role and candidate eligibility.
• Anthropic supports diverse perspectives and emphasizes clear communication and research collaboration.