About the role

Consulting and systems integration firms are racing to build Claude practices. Far more firms have applied to our partner program than any team could ever hand-manage. A focused fraction of them will become great — the kind of partner whose architects deliver Claude work customers love, who specializes deeply enough to be the obvious choice in their lane, whose joint customer book grows year over year. The Partner Success team picks those partners and makes them great. We are hiring its first leader in Europe.

You will build Partner Success for EMEA at Anthropic from scratch. That means hiring your first EMEA partner success managers, defining how they run their books across the region, and personally carrying a portfolio of EMEA partners yourself as your reference implementation. You will be the standard for what good looks like in Europe before you ask anyone else to do it.

The European partner ecosystem looks different from the one in North America. Different systems integrators are strong here. Customer expectations are different — data residency, regulatory considerations, multilingual delivery, regional procurement norms. A single partner practice often spans multiple countries with different practice leads in each. Your job is to build the Partner Success motion that fits this landscape, not to copy-paste the one running in AMER.

You will also decide which EMEA partners get the team's attention. Far more firms in the region want to be managed partners than your team could ever serve, and choosing the right ones — across countries, verticals, and partner archetypes — is one of the most consequential decisions in this role. How the EMEA team is organized as the portfolio grows — by country, by vertical, by partner type, or some combination that does not exist yet — is a decision you make once you are in seat. We have opinions but we do not have answers, and we want a leader who is energized by figuring them out.

You will report to the global Head of Partner Success and partner closely with them on cross-regional consistency. The playbooks the global team writes are yours to adopt, adapt, and contribute back to. The voice of EMEA on what works in the region is yours to carry.

The partner side of frontier AI has not been figured out yet. There is no playbook to inherit. You will be co-defining what good Claude work looks like across thousands of customer engagements in Europe, and the playbook your team writes will set the standard for how European consulting firms learn to deploy frontier AI for their customers. Anthropic moves fast and the product changes under the partner's feet. Your team keeps the partners current and aligned without slowing down the practice investments those partners are making in us.

Responsibilities

• Build and lead the EMEA Partner Success team. Hire your first EMEA partner success managers, define how they run their regional books, and build the operating system the team inherits in Europe.
• Personally carry a portfolio of EMEA managed partners as your reference implementation. Be the standard for what good looks like in Europe before asking anyone else to do it.
• Decide which EMEA partners get the team's attention. Design the criteria for entry into and graduation from the EMEA managed portfolio across countries, verticals, and partner archetypes.
• Adapt the team's engagement model to EMEA conditions. The proactive, reactive, and auto bands need to reflect the regional realities of the partner ecosystem, the customer base, and the delivery norms in Europe.
• Run the Partner QBR cadence with every EMEA managed partner in your book. Quarterly practice-level reviews with the partner's alliance and practice leads. Joint goal-setting on customer adoption, certified architects, references, and industry positioning.
• Drive scalable enablement across the EMEA managed partner book. Make sure EMEA partner architects are trained on new Claude capabilities as they ship, the partner's offerings reflect what Claude can now do, and the partner's bench is positioned to apply new features in their customer work at scale.
• Drive adoption, retention, and expansion across the joint EMEA customer book. Track the health of the customer accounts each partner is serving on Claude across the region, surface stalls early, bring the right people in to unblock, and turn at-risk accounts around.
• Drive industry specialization across the EMEA managed partner book. Coach each partner to commit to one or more industry lanes and hold them to building real bench depth and published reference work in those lanes.
• Steward co-investment funding decisions for EMEA engagements. Own the calls on where Anthropic puts co-investment dollars to back specific partner-led customer engagements in the region. The bar is outcomes, not consultant hours.
• Interlock with Anthropic's EMEA direct sales field, with Customer Success Managers on the customer-side health of joint accounts, and with the EMEA alliances organization that owns the executive relationship with strategic partners in the region. Define the handoffs in writing, train both sides, and hold the line.
• Partner with the global Head of Partner Success on cross-regional consistency and on evolving the team's playbooks. Bring EMEA field signal back to the global team; adopt global improvements in the region.
• Instrument the EMEA managed partner portfolio. Consumption growth by partner, sourced and influenced pipeline, time-to-first-deal for new managed partners, adoption-retention-expansion trends, and partner health trajectory across Europe.

How Partner Success fits alongside other Anthropic teams

Three teams at Anthropic touch every strategic partner, and this role works closely with the other two. Partner Account Managers own the primary relationship with each partner — the strategic conversation with partner leadership, the executive sponsorship, the long arc of why we are investing together. Partner Sales sits with our direct sales field at deal time, selects the right partner from the certified bench for a customer opportunity, and registers the deal. Partner Success — your team — picks up after the deal closes. The joint plan, the scalable enablement, the adoption-retention-expansion motion in the joint customer book, the industry specialization coaching, the co-investment funding decisions. You are the operating engine that turns a partnership commitment into customer outcomes and practice growth. The three roles share the partner and do not compete for it. We are looking for a leader who is energized by working in that model, not someone who needs to be the only voice in the room.

You may be a good fit if you have

• Seven to ten years of experience working with consulting and systems integration partners in EMEA, at a software company, cloud platform, or partner-led business, with at least two of those years managing a team.
• Built or scaled a partner-facing team in Europe before — hiring across multiple markets, building methodology, managing across country and language boundaries.
• Deep understanding of how partner success works in a usage-based business. You have held a number tied to customer behavior (adoption, retention, expansion) rather than contract signature.
• Direct working knowledge of the European systems integrator landscape. You know the firms that matter, how they differ from their North American peers, and how their delivery practices are built across countries.
• Strong commercial instincts on partner selection and co-investment funding. You can tell which partners are worth investing in and which look impressive on paper but will not ship customer outcomes.
• Experience running scalable partner or practitioner enablement across multiple markets, or the hunger to learn it. You understand the difference between a training program that gets attendance and one that changes what practitioners do in customer engagements the next week.
• Enough technical fluency to be credible in an architecture review. You do not need to write code, but you can follow the conversation and ask the second question when a partner architect walks through how they are using Claude on a real customer problem.
• Comfortable reporting into a global counterpart and contributing to a playbook that is being written across regions. You can execute autonomously on EMEA while staying in sync with the global team.
• Comfortable sharing the partner relationship with a separate alliances team that owns the executive conversation. You can work closely with them, weekly, without ego friction.
• Use Claude or another large language model in your own daily work — not as a chat tool, but as part of how you prepare for partner reviews, draft account plans, analyze pipeline, and coach your team. We will ask you to walk us through a recent deliverable.

Strong candidates may also have

• Direct experience with European-strong systems integrators such as Capgemini, Sopra Steria, Atos, Accenture EMEA, Deloitte EMEA, or regional and boutique firms across the UK, Germany, France, the Nordics, and the Benelux.
• Worked at a company in transition from product-led to partner-led motion in Europe. You know what breaks during a regional build-out.
• Stewarded co-investment funding at scale in Europe and have opinions about how it works differently here.
• Built a vertical industry motion in Europe in which partners specialized by industry and the program rewarded it.
• Experience operating across the EMEA data residency, regulatory, and procurement environment for partner agreements and joint customer engagements.
• Multilingual capability — particularly French, German, Spanish, or another major European working language.