Strategic Account Executive, GSI

Anthropic·New York City, NY; San Francisco, CAsenior

In short

→Vender soluciones de IA avanzada a grandes integradores globales (SIs) y consultoras estratégicas.
→Dirigir cuentas complejas desde cero, expandiendo el uso de Claude en múltiples prácticas y regiones.
→Ser el liderazgo ejecutivo clave para construir aliados estratégicos que también serán canales futuros.

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What they ask for

✓8+ años en ventas de software empresarial en organizaciones complejas y con modelo de socios globales.
✓Experiencia probada gestionando ciclos de ventas de varios cuatrimestres con aprobación por parte de socios y compras globales.
✓Capacidad de construir y mantener relaciones ejecutivas con socios, directores generales y altos directivos.
✓Capacidad para desarrollar estrategias de valor basadas en métricas reales del cliente (productividad, utilización, etc.).
✓Habilidad para crear casos de negocio cuantitativos con el lenguaje y métricas propias del cliente.
✓Experiencia en alianzas que actúan como referencias y habilitan futuras ventas colaborativas.

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ClaudeAI systemsEnterprise softwareGlobal System IntegratorsStrategy consultanciesProductApplied AIGTMPartnershipsCommercial terms

Who should you write to at Anthropic?

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About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role Anthropic’s GSI team partners with the world’s largest Global System Integrators and strategy consultancies to deploy frontier AI into the core of how they deliver client work and run their own businesses. These are complex, partner-led organizations where the first engagement is rarely the full opportunity, and where lasting partnerships are built across practice areas and at the executive level. As an Strategic Account Executive on the GSI team, you’ll own a named book of accounts and the full revenue outcome for each. You’ll develop a point of view on where Claude creates the most value across a firm’s practice areas, advisory services, delivery teams, and internal operations, build relationships with the partners and executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer. These firms are both customer and future channel — your sell-to motion sets up the sell-with later. You’ll work closely with Product, Applied AI, GTM, and Partnerships leadership to shape how Anthropic shows up across the GSI landscape, while advancing our mission of developing AI that is safe, beneficial, and deployed responsibly. This is a role for someone who has owned large, complex partner-led accounts end to end and is comfortable operating independently at the executive level. Responsibilities • Own all revenue outcomes for a named book of GSI accounts, driving both new logo acquisition and multi-practice expansion through complex, multi-quarter sales cycles involving partner-led approval, global procurement, and custom commercial terms • Develop a clear thesis for each priority firm — where Claude creates value across knowledge management, advisory workflows, deliverable generation, and client engagements — and execute a sequenced engagement plan across practices, regions, and stakeholders • Build and independently advance executive relationships with Managing Partners, Practice Leads, MDs, CIOs, CTOs, and Heads of AI/Digital, anchoring every conversation to their strategic priorities: utilization, leverage, realization, and billable productivity • Proactively create demand in unengaged practice areas and regions, using early wins as proof points to open new doors across decentralized, partner-led organizations • Build quantified, firm-specific business cases mapped to the GSI operating model — using their own language and metrics — that shape deals rather than justify them after the fact • Identify and close lighthouse partnerships that become references across the GSI landscape and set up the future sell-with motion • Partner cross-functionally with Product, Applied AI, Engineering, and Partnerships to inform the roadmap based on GSI buyer needs, and contribute to the playbook, proof points, and commercial structures that become the repeatable GSI motion You may be a good fit if you have • 8+ years of enterprise software sales experience with a track record of owning named accounts at large, complex, partner-led organizations (global SIs, strategy consultancies), managing multi-quarter sales cycles through technical evaluations, partner-led approval, and global procurement • Demonstrated ability to independently build and advance relationships at the Partner, MD, and C-suite level — includ

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