Anthropic5 days ago
Менеджер по работе с клиентами (Customer Success) для Global Systems Integrators (GSI)
from RUB 22,083per month · before tax
MARKET
13,534 ₽median for this role
Tech Lead / Team Lead · 166 jobs with disclosed pay
5,250half of the offers: 9,771–18,1061.2 млн
Above market · above 86% of offers
San Francisco
Responsibilities
- 01Directly manage and develop a team of 5–8 Customer Success Managers supporting GSI and consulting-firm partnerships across all Anthropic products
- 02Own the hiring plan to build the team from its current size to full strength, including sourcing strategy and onboarding
- 03Coach team members on GSI-specific customer success practice: navigating matrixed partner organizations, activating champions across practices, change management at firm scale, and value realization across both consumption and seat-based models
- 04Drive team accountability to core CS metrics: expansion (consumption growth, cross-sell/upsell identification), customer health, retention (NRR), and customer satisfaction (CSAT)
- 05Join strategic partner engagements and escalations, demonstrating executive presence with practice leaders, CTOs, and managing-partner-level stakeholders
- 06Build and refine the GSI success methodology, including but not limited to, success planning frameworks, QBR templates, Center of Excellence blueprints, Train-the-Trainer curricula, and expansion playbooks that extend from one GSI to the next
- 07Partner closely with Sales and the Partnerships organization to align on account strategy, facilitate handoffs, and separate the partner's internal adoption motion from the client-facing motion
- 08Collaborate cross-functionally with Product, Engineering, and Marketing to advocate for GSI needs and translate field signal into product direction
- 09Establish and nurture an AI-first, innovation-focused team culture, improving team processes and deepening hands-on expertise
- 10Conduct regular 1:1s, performance reviews, and career development planning for direct reports
- 11Own portfolio-level planning and forecasting, including renewal risk mitigation and consumption development across the GSI book
- 12Serve as escalation point for at-risk customers and complex situations within your team's portfolio
- 13Develop GSI advocacy assets including case studies, testimonials and reference architectures
- 14Champion responsible AI deployment practices with customers and represent Anthropic's values in all customer interactions
Requirements
- 017+ years of experience in customer success, account management, or customer-facing roles, with 2+ years of front-line management experience
- 02Direct experience driving success with GSIs (e.g. Accenture, IBM, Cognizant, TCS, Infosys) and/or Tier 1 consulting firms (McKinsey, BCG, Bain)
- 03Proven track record of managing and building customer success teams in SaaS, API, or AI/ML companies
- 04Experience managing customer portfolios at enterprise scale, including accounts with $1M–$100M+ annual contract values
- 05Demonstrated ability to drive outcomes in highly matrixed organizations where you held no formal authority, and to coach a team to do the same
- 06Strong understanding of both consumption-based and seat-based business models, with proven ability to drive adoption, expansion, and value realization across different pricing structures
- 07Experience developing scalable enablement programs, repeatable delivery methodologies, or frameworks that multiple teams adopted independently of you
- 08Technical fluency to understand AI/ML products, navigate technical conversations, and coach teams on capabilities across multiple offerings
- 09Strong executive presence and the ability to represent Anthropic with partner technical and business leaders
- 10Strong business acumen with the ability to articulate value, calculate ROI, and drive customer business outcomes
- 11Ability to balance strategic thinking with tactical execution and context-switch between coaching, partner engagement, and operational planning
- 12A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality
- 13Track record of achieving team targets for expansion, retention, and customer satisfaction
- 14Passion for responsible AI development and helping customers transform their businesses with cutting-edge technology
What we offer
- 01Annual Salary: $265,000