Strategic Alliances Lead, India
AnthropicAbout 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
As a GSI Alliance Manager - India at Anthropic, you will be responsible for building, managing, and scaling strategic partnerships with India-based Global Systems Integrators (TCS, Infosys, Wipro, HCL, Tech Mahindra) and global GSIs with significant India operations (Accenture, Deloitte, IBM, Cognizant), to accelerate the adoption of Anthropic's AI capabilities in enterprise markets across India and globally.
You will work at the intersection of cutting-edge AI technology and large-scale enterprise transformation, helping GSIs integrate Claude into their solution portfolios and joint go-to-market strategies, with particular focus on leveraging India-based delivery capabilities and regional market opportunities.
This role is critical to extending Anthropic's reach through the India GSI ecosystem, enabling us to serve enterprise customers at scale while maintaining our commitment to responsible AI development. You will be a key driver in establishing Anthropic as a preferred AI partner within the India GSI community, helping shape how safe and beneficial AI is deployed across global enterprises.
Responsibilities:
Strategic Relationship Management
- Develop and execute comprehensive business plans with India-headquartered GSIs (TCS, Infosys, Wipro, HCL, Tech Mahindra) and global GSIs' India operations to drive mutual growth and revenue targets
- Build and maintain executive-level relationships within partner organizations across India and global headquarters, spanning multiple practices, business units, and geographic delivery centers
- Own the full GSI partnership lifecycle from initial engagement through long-term strategic alignment and expansion across India and international markets
- Negotiate and structure partnership agreements, including technical integration terms, resale agreements, go-to-market strategies, and revenue-sharing models that account for India delivery models and global deployment patterns
Business Development & Revenue Generation
- Collaborate with India-based GSI partners to identify, qualify, and close enterprise opportunities using Anthropic's AI solutions in both Indian and international markets
- Drive joint sales activities including customer workshops, field events, co-marketing, proof-of-concepts, and strategic account planning across India and GSI global accounts
- Support GSI delivery teams and practice leads in India in positioning Claude as part of integrated enterprise solutions and digital transformation initiatives
- Partner with GSI offshore development centers and Centers of Excellence (CoEs) to build repeatable engagement models
- Track pipeline development across India and partner-influenced global opportunities, forecast revenue, and report on partnership performance metrics and KPIs
Enablement & Solution Development
- Work closely with GSI practices in India to develop joint solutions, industry-specific offerings, and intellectual property assets that leverage India delivery capabilities
- Lead enablement programs including technical training, certification development, and sales methodology alignment for India-based teams and global delivery centers
- Coordinate with Anthropic's product, engineering, and Applied AI teams to ensure partner requirements from India operations influence our roadmap
- Facilitate knowledge transfer and best practice sharing between Anthropic and GSI technical teams across India delivery centers
- Develop scalable enablement approaches that account for large team sizes typical of India-based operations
Go-to-Market Leadership
- Design and execute joint marketing campaigns, thought leadership initiatives, and industry event participation within India and leveraging GSI global platforms
- Develop customer success stories and case studies that demonstrate the value of Anthropic-GSI joint solutions, highlighting India delivery advantages
- Partner with internal teams (sales, marketing, product marketing) to align Anthropic's GTM strategy with GSI capabilities and India market dynamics
- Represent Anthropic at GSI events in India, customer engagements, and industry conferences both regionally and internationally
You may be a good fit if you have:
Partnership & Market Experience
- 8+ years of experience in strategic alliances, partnership management, or business development with enterprise technology companies
- Proven track record managing relationships with India-based Global System Integrators (TCS, Infosys, Wipro, HCL, Tech Mahindra) and/or global GSIs' India operations (Accenture, Deloitte, IBM, Cognizant)
- Deep understanding of India GSI operating models including offshore delivery centers, global delivery models, pyramid staffing structures, and Centers of Excellence
- Experience working with Cloud partners to accelerate engagements with India-based GSIs
- Experience driving measurable revenue growth through indirect channels and partner ecosystems in India and/or global markets
- Strong understanding of enterprise sales cycles, complex deal structures, and multi-stakeholder decision-making processes across Indian and international contexts
- Understanding of Indian enterprise market dynamics, procurement processes, and regulatory considerations
Technical & Industry Knowledge
- Deep understanding of enterprise technology landscapes including cloud platforms, digital transformation, and emerging technologies
- Familiarity with AI/ML technologies, particularly large language models and their enterprise applications
- Knowledge of GSI delivery methodologies prevalent in India including Agile, DevOps, and various service delivery frameworks
- Experience with solution development, joint intellectual property creation, and technical partnership models
- Understanding of how India delivery centers support global engagements
Business & Leadership Skills
- Exceptional executive presence and ability to influence senior stakeholders across complex organizations in both India and global headquarters
- Strong analytical skills with experience in business planning, financial modeling, and performance measurement
- Excellent communication and presentation skills for both technical and business audiences across cultures
- Proven ability to work independently in ambiguous environments while managing multiple complex relationships
- Experience working effectively across significant time zone differences (India/US/Europe)
Personal Attributes
- Strategic thinker with the ability to translate vision into executable plans and measurable outcomes
- Collaborative approach with ability to work effectively across internal teams and external partners
- Cultural awareness and ability to navigate both India business culture and global GSI organizations
- Results-oriented mindset with track record of meeting and exceeding revenue and partnership goals
- Adaptability and resilience in fast-paced, evolving market conditions
- Ability to work autonomously and in virtual teams across multiple time zones
Logistics
Education requirements: We require at least a Bachelor's degree in a related field or equivalent 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.
How we're different
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Come work with us!
Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process