Vice President, Anthropic GTM & Partnership
Reports to: Chief Growth & Alliances Officer
Function: Alliances
Location: San Francisco, CA (Hybrid)
Travel: Up to 30%
About NewRocket
As AI reshapes the enterprise software landscape, NewRocket is investing aggressively in the platforms, partnerships, and offerings that will define the next decade of enterprise transformation — with Anthropic at the center of that strategy.
The Opportunity
This is a build-the-business role. The Vice President, Anthropic GTM & Partnership will own NewRocket’s end-to-end relationship with Anthropic and be singularly accountable for driving qualified leads, sourced pipeline, and closed bookings through the Anthropic channel. The successful candidate will treat Anthropic as a revenue engine — not a logo — and will operate with the urgency, discipline, and commercial instincts of a seller running a territory.
You will be the face of NewRocket to Anthropic’s partner organization, field sales teams, and solution architects, and the internal champion who mobilizes NewRocket’s industry verticals, delivery practices, and proprietary IP (including NewRocket Intelligence) to win in joint accounts.
What You Will Own
- Revenue & Pipeline — Carry and exceed a hard number for Anthropic-sourced and Anthropic-influenced pipeline and bookings across NewRocket’s priority verticals (Financial Services, Telecommunications, and select enterprise segments).
- Joint GTM Execution — Build, manage, and execute a rolling 4-quarter joint go-to-market plan with Anthropic’s partner, field, and industry teams — including co-sell motions, account mapping, joint pursuits, and named-account campaigns.
- Lead Generation — Drive consistent top-of-funnel generation through Anthropic field alignment, joint events, executive roundtables, and co-branded campaigns. Convert relationships into meetings and meetings into qualified opportunities.
- Program Management — Manage NewRocket’s standing within Anthropic’s partner program (Consulting and Integration Services and successor programs), advance tier status, secure designations and specializations, and ensure NewRocket is positioned ahead of competing SI and consulting partners.
- Solution Co-Development — Partner with NewRocket’s Industry Marketing, Field CTOs, and Offering teams to develop Anthropic-powered solutions, reference architectures, and battlecards that are commercially packaged, priced, and sellable — not just demonstrable.
- Relationship Management — Operate as the trusted point of contact for Anthropic’s partner leadership, AEs, and partner sellers. Build credibility through responsiveness, deal execution, and a deep understanding of Anthropic’s products, roadmap, and field priorities.
- Forecasting & Operating Rhythm — Establish the operating cadence, scorecard, and reporting that gives NewRocket leadership clear, weekly visibility into partner-sourced pipeline health, bookings forecast, and program ROI.
What You Will Deliver in Year One
- A signed and activated joint business plan with Anthropic, with quarterly milestones and named-account targets.
- A defined Anthropic-sourced pipeline target tied to NewRocket’s annual plan, with measurable progression each quarter.
- A minimum of two co-developed, productized offerings combining Anthropic’s models with NewRocket’s ServiceNow and industry IP, launched into the field with pricing, collateral, and enablement.
- Anthropic field alignment across NewRocket’s top accounts, with documented account maps, joint pursuit plans, and a recurring co-sell cadence.
- Demonstrable advancement in Anthropic’s partner program (tier, designations, or specializations) versus NewRocket’s starting position.
- Executive engagement between Anthropic and NewRocket leadership, including representation in flagship moments such as the Global Executive Innovation Board (GEIB).
What You Bring
- 10–15 years in alliances, channel sales, or partner-led enterprise sales at a senior level.
- AWS experience is essential. Significant, hands-on experience building and monetizing an AWS partnership (or similar) is required — ideally as a former AWS partner leader, alliance lead, or senior seller inside the AWS ecosystem. Deep familiarity with AWS co-sell mechanics, ACE, Partner Network tiers, Marketplace, MAP/MDF, and how to navigate AWS field and PDM organizations.
- Direct experience with Anthropic, or with other AI platform / foundation model partnerships (OpenAI, Google Cloud / Gemini, Databricks, Snowflake, or comparable) is a strong plus and will accelerate ramp.
- A demonstrable, quota-carrying track record of sourcing and closing multi-million-dollar services pipeline through a platform partnership — references and numbers expected.
- Fluency in the economics of partner-led GTM: co-sell mechanics, MDF, deal registration, joint forecasting, and how SI/consulting partners actually win share inside a platform ecosystem.
- Working knowledge of the generative AI landscape — foundation models, agentic systems, enterprise AI governance, security, and data quality — and the ability to hold a credible business conversation with VP+ buyers in regulated industries.
- Experience selling or partnering inside Financial Services and/or Telecommunications strongly preferred.
- Exposure to the ServiceNow ecosystem is a meaningful plus but not required; ability to learn it quickly is required.
- Executive presence, commercial instincts, and the ability to operate autonomously across a multi-quarter build with minimal supervision.
- Bias for action, comfort with ambiguity, and the temperament to build something that does not yet fully exist.
Why This Role Matters
Anthropic is one of the most important partnerships NewRocket will build this decade. The right leader will not inherit a mature channel — they will construct one. The work is high-visibility, high-ownership, and directly tied to how NewRocket extends its leadership beyond the ServiceNow ecosystem into the broader enterprise AI market. This role is based in San Francisco by design — proximity to Anthropic’s headquarters, field teams, and ecosystem is core to the job. The person in this seat will report to the Chief Growth & Alliances Officer and work directly with the CEO and executive team on the most strategic partner motion in the company.
We Take Care of Our People
NewRocket is committed to a diverse and inclusive workplace. We value and celebrate diversity, believing that every employee matters and should be respected and heard. We are proud to be an equal opportunity workplace and affirmative action employer, committed to providing employment opportunity regardless of sex, race, creed, color, gender, religion, marital status, domestic partner status, age, national origin, or ancestry, physical or mental disability, medical condition, sexual orientation, pregnancy, citizenship, military, or Veteran status. For individuals with disabilities who would like to request an accommodation, please contact hr.us@newrocket.com.
