Partner Commercial Programs Lead

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 Partnerships organization is scaling across global system integrators, regional services partners, resellers, technology partners, and marketplaces. As our Partner Commercial Programs Lead, you'll design and govern the commercial programs that partner channels run on - the incentive structures, eligibility criteria, deal protection frameworks that govern how partners go to market with us, and manage the governance cadence that keeps them current as the business scales. This is a foundational, global role sitting at the intersection of Partnerships, Finance, and Legal. You'll serve as the point of resolution for questions of deal attribution, incentive eligibility, and channel conflict, and codify decision criteria so the program scales consistently. The ideal candidate has owned multi-channel partner commercial frameworks end-to-end - designing them , running the quarterly governance, and maintaining a single source of truth through rapid growth. Experience architecting partner incentive strategy, standing up MDF or co-investment programs, or running a commercial deal desk is strongly preferred Responsibilities Design and own the commercial framework spanning all partner channels and geographies — incentive structures, discount and margin frameworks, eligibility criteria, rules of engagement, and deal registration protection Run quarterly incentive qualification and governance: validate threshold attainment, resolve attribution disputes, and determine payout eligibility before handoff to Finance Adjudicate channel conflict, contested deal registrations, and dual-partner claims against documented criteria - and evolve those criteria as new edge cases surface Govern partner investment programs (market development funds, co-investment funds, and similar), deciding eligible activity, matching ratios, and at-risk vs. opportunistic deployment Track bilateral obligations with strategic partners — both what Anthropic has committed and what partners owe back — and trigger cure, renegotiation, or escalation when commitments slip Act as the primary commercial interface to Legal and Finance, translating partner business needs into contract terms, rebate structures, and localised commercial instruments Maintain the authoritative source document for partner commercial terms, holding the line against ad-hoc carve-outs while knowing when the framework genuinely needs to evolve Codify decision criteria so that exception handling scales beyond you as the partner program grows You may be a good fit if you have 12+ years in partner operations, channel operations, commercial strategy, deal desk, or pricing - with direct ownership of multi-channel commercial frameworks across system integrators, resellers, and/or marketplace partners Hands-on experience managing market development funds, partner co-investment programs, or equivalent partner funding vehicles A track record of running incentive governance at a regular cadence, where your calls held up under pushback from both sales teams and partners Commercial and legal fluency: you've drafted commercial terms, rebate structures, and discount frameworks, and worked as the translator between business needs and Legal/Finance constraints Demonstrated ability to scale exception handling — turning one-off judgment calls into documented criteria that others can apply consistently Comfort operating as a global individual contributor across time zones, with occasional travel to partner and regional team locations Sound judgment and a calm, decisive approach when two parties both have a reasonable case and someone has to make th ... (truncated, view full listing at source)