Alliance Manager I (US)
Role Overview
Runs alliance activation and partner GTM execution for the Anthropic partnership: co-sell operations, partner-program cadence, field interlock and activation plays across the pods and geos.
DRAFT scope built from the operating model; validate against the HR record.
Every play is Anthropic-anchored: co-sell, marketplace pull-through and Claude consumption growth.
$ Target — Revenue & Value Mandate
Co-sell plays executed; alliance-cadence adherence; partner-sourced pipeline supported; MDF and program utilisation hygiene.
Full Job Posting
Job Summary
Role Purpose
Runs alliance activation and partner GTM execution for the Anthropic partnership: co-sell operations, partner-program cadence, field interlock and activation plays across the pods and geos. DRAFT scope built from the operating model; validate against the HR record. Every play is Anthropic-anchored: co-sell, marketplace pull-through and Claude consumption growth.
$ Target — Revenue & Value Mandate
Co-sell plays executed; alliance-cadence adherence; partner-sourced pipeline supported; MDF and program utilisation hygiene.
Key Responsibilities
- Core Responsibilities
- Execute co-sell plays and partner-program operations with the Alliance Director
- Run the alliance cadence: QBR preparation, registrations, program compliance
- Interlock the field: connect partner motions to Geo, BT and the pods
- Support MDF and partner-program utilisation and reporting
- Coordinate activation with ACE (Anubhav) on the India charter
- Run activation plays around Claude on Bedrock and Foundry marketplace motions
- Coordinate activation around digital-employee lighthouse wins: the autonomy story is the co-sell hook
- Required Capabilities
- Alliance / partner operations experience
- Co-sell mechanics and partner-program literacy
- Strong cross-functional coordination
- Anthropic ecosystem program literacy
- Preferred Capabilities
- Anthropic / frontier-AI ecosystem exposure
- GSI alliance-desk experience
- Ownership Boundaries — Owns
- Alliance activation execution and cadence hygiene
- Co-sell operations support
- Ownership Boundaries — Does Not Own
- The strategic partner relationship (BU Head)
- Alliance strategy and commitments (Alliance Director)
- Pipeline quota (GTM hunters)
Skill Requirements
Required Capabilities
• Alliance / partner operations experience
• Co-sell mechanics and partner-program literacy
• Strong cross-functional coordination
• Anthropic ecosystem program literacy
Preferred Capabilities
• Anthropic / frontier-AI ecosystem exposure
• GSI alliance-desk experience
Other Requirements
Ownership Boundaries — Owns
• Alliance activation execution and cadence hygiene
• Co-sell operations support
Ownership Boundaries — Does Not Own
• The strategic partner relationship (BU Head)
• Alliance strategy and commitments (Alliance Director)
• Pipeline quota (GTM hunters)
About HCL Technologies
HCL Technologies is a global IT services and consulting company offering digital, engineering, cloud, and AI solutions. Headquartered in Noida, India, it serves clients across industries in over 60 countries.
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