Partner Sales Manager, Systems Integrators

About the company: the company’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: the company’s EMEA partner ecosystem of AI-native boutiques and regional Systems Integrators is increasingly how our Commercial and Digital Native Business (DNB) customers get Claude into production and grow their use of it. As a Partner Sales Manager (PSM), you will be the connection between that ecosystem and our EMEA sales organisation: you’ll own the working relationship between Commercial and DNB sales leaders and Account Executives on one side and our bench of specialist partners on the other, working alongside the Partner Account Managers who own the individual partner relationships. Your objective is customer value. You’ll engage the right specialised boutique or regional partner on the right opportunity, and hold that partner accountable for the outcomes they own — Claude enablement, deployment, time-to-value and return on investment for the customer. Partner-sourced and partner-influenced revenue matter and you’ll carry targets for them, but in this role they follow from getting customers live and successful on Claude rather than the other way round. If you have built your career in customer success, partner success or channel roles and enjoy being the person who makes Sales and partners operate as one team, this role is designed for you. We are hiring two PSMs, one based in Dublin and one in London, reporting into GTM Partnerships EMEA.

Key responsibilities:

• Act as the primary link between Commercial and DNB sales leaders and AEs and the EMEA boutique and regional SI partner ecosystem, matching the right specialist partners to the right opportunity.
• Drive partner-attach on Commercial and DNB opportunities, working deal-by-deal and AE-by-AE to identify where a boutique or regional SI can accelerate a sale, an activation or a deployment.
• Hold engaged partners accountable for the outcomes they own — Claude enablement, deployment, time-to-value and ROI — tracking progress and escalating early where delivery is at risk.
• Deliver partner-sourced and partner-influenced revenue against defined targets.
• Stay closely coordinated with Partner Account Managers on partner capacity, capability and fit, and build direct relationships with partner leadership and delivery contacts so you always know who is strong at what across the bench.
• Represent Sales’ voice into the partner ecosystem and the ecosystem’s voice back into Sales, surfacing blockers, wins and patterns to both sides.
• Track and report partner-attach and partner-driven customer outcomes to EMEA Sales and Partnerships leadership.
• Help shape how the EMEA boutique and regional SI ecosystem engages with Commercial and DNB sales motions as the programme scales.

Minimum qualifications:

• Experience in customer success, partner success or channel/partner sales at a B2B software, cloud or AI company.
• Track record of operating between Sales and partners or delivery teams — brokering, matching and following through to a customer outcome you did not directly control.
• A clear, specific view of what good looks like for customer enablement, deployment, time-to-value and ROI, and demonstrated confidence holding a third party accountable for delivering it.
• Strong relationship-building across distinct stakeholder groups: sales leaders and AEs, partner or alliance managers, and partner-side leadership and delivery teams.
• Working proficiency with CRM and pipeline tooling (for example Salesforce) and with tracking and reporting adoption, deployment or usage metrics.
• Excellent written and verbal communication in English, including the ability to translate between sales language and delivery or partner language.
• Comfortable building process and structure in an ambiguous, fast-moving, early-stage motion.
• Genuine interest in the company’s mission and the safe, responsible development of AI.

Preferred qualifications:

• 7+ years across customer success, partner success or channel sales roles.
• Direct experience as a Customer Success Manager or Partner Success Manager at a SaaS, cloud or AI company with a specialist or boutique partner ecosystem.
• Experience working with, or inside, a boutique or regional systems integrator or consultancy.
• Experience in a role that sat formally between Sales and delivery or partners, such as partner sales, deal desk or solutions consulting.
• Familiarity with consumption-based business models and usage and adoption metrics.
• Hands-on familiarity with Claude or other large language model products in a business setting.
• Multi-market EMEA experience; a second European language is an advantage.

Logistics:

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience.
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that the company recruiters only contact you from @the company.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of the company. Be cautious of emails.