Get the chrome extension Director, Anthropic Alliances Partner Manager
Trend Micro
TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.
At TrendAI™, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.
AI Fearlessly.
About the Role
TrendAI is accelerating its growth within the Anthropic ecosystem. As AI-native and cloud-native workloads expand, this platform has become a critical strategic channel for innovation, customer acquisition, and revenue acceleration.
The Director, Strategic Alliances & Market Development (Anthropic) will lead TrendAI’s global strategic relationship with Anthropic. This role serves as TrendAI’s primary ecosystem strategist—driving executive alignment, identifying emerging opportunities, and translating alliance strategy into measurable revenue impact.
Key Responsibilities
Strategic Alliance Leadership
- Lead TrendAI’s global strategic relationship with Anthropic
- Develop and execute a multi-year partnership roadmap aligned to company growth priorities
- Build and maintain senior-level executive relationships
- Position TrendAI as a preferred security and AI partner within the ecosystem
- Negotiate and operationalize joint initiatives and agreements
Ecosystem & Market Intelligence
- Monitor ecosystem evolution, technology shifts, and competitive dynamics
- Identify emerging AI, platform-native, and security adjacencies
- Deliver strategic insights and growth recommendations to TrendAI executive leadership
Go-to-Market & Revenue Acceleration
- Drive measurable revenue via co-sell, marketplace, and joint solution motions
- Contribute to annual alliance revenue targets
- Advance platform marketplace strategy and field engagement
- Support sales enablement and joint customer-facing messaging
Cross-Functional Leadership
- Partner closely with TrendAI Product, Sales, Marketing, and Partner Operations teams
- Influence roadmap and packaging decisions based on ecosystem insights
- Represent TrendAI at ecosystem events and partner forums
Required Experience
- 8–12+ years in enterprise technology or strategic partnerships
- Direct experience operating within the Anthropic ecosystem
- Proven success driving revenue through co-sell or marketplace models
- Strong understanding of cloud, AI, and security architectures
- Executive communication and cross-functional influence expertise
- Comfort operating in ambiguous, high-growth environments
Core Competencies
- Ecosystem Strategy & Commercial Thinking
• Revenue Orientation
• Executive Relationship Management
• Operational Excellence
• Cross-Functional Leadership
Compensation & Benefits
- On-Target Earnings (OTE): $250,000–$300,000, commensurate with experience
- Participation in TrendAI’s company bonus plan
At Trend Micro, we embrace change, empower people, and encourage innovation in a connected world. Our diversity and multicultural workforce are key contributing factors to our success across the globe. Trend Micro provides equal employment opportunity for all applicants and employees. Trend Micro does not unlawfully discriminate on the basis of race, color, religion, sex, pregnancy and childbirth or related medical conditions, national origin, ancestry, age, physical or mental disability, medical condition, family care leave status, veteran status, marital status, sexual orientation, or gender identity.
Originally posted on Himalayas
Strategic Partner Manager
Motive
Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit to learn more.
About the Role
We are looking for a relentless and strategic Senior Strategic Partner Manager to build, accelerate, and optimize our partner ecosystem. Reporting to the GTM Partnerships team, you will be the primary engine behind unlocking indirect revenue streams and fostering deep, collaborative relationships with key partners.
This is not a passive maintenance role. We need a builder who is hungry to hunt for new opportunities and drive end-to-end partner development. You will be responsible for identifying and recruiting new strategic partners, creating robust co-sell frameworks, overseeing referral management, and driving comprehensive enablement programs.
You will sit at the intersection of Sales, Legal, Marketing, and Enablement, translating our value proposition into streamlined revenue channels. If you have a gritty, "get it done" mentality and deep experience navigating the intersection of SaaS/Hardware and complex partnerships, this is your opportunity to help build a massive vertical at Motive.
Key Responsibilities Strategic Partner Development
- Build the Ecosystem: Identify, contract, and onboard high-value strategic partners to expand our market footprint and unlock new indirect revenue streams.
- Joint Go-To-Market: Collaborate with newly acquired and existing partners to develop joint go-to-market initiatives that drive pipeline generation and mutual market penetration.
- Strategic Relationship Management: Act as the dedicated, day-to-day point of contact for Motive’s most high-value strategic partnerships, ensuring seamless communication, continuous alignment, and top-tier partner experience.
- Relationship Mapping & Penetration: Identify key decision-makers and centers of influence within each partner organization, cultivating deep internal relationships across their leadership, product, and GTM teams to maximize partner mindshare and drive Motive as their preferred solution.
Partner Enablement & Training
- Equip the Channel: Provide each partner with comprehensive and up-to-date training materials, resources, and tools to be successful.
- Drive Confidence: Ensure partner teams are fully enabled so they can confidently position and refer Motive solutions to their customer base.
- Act as Internal SME: Serve as the primary subject matter expert for our direct sales team, educating them on how to leverage our partners to close deals faster and without friction.
Referral, Deal Management & Co-Selling
- Establish Scalable Frameworks: Outline and implement robust co-sell and/or referral frameworks with partner and Motive sales teams. Provide clear enablement guidance to ensure both sides know exactly when and how to engage on joint opportunities.
- Robust Deal Management: Oversee the end-to-end processes, ensuring seamless partner handoffs and minimizing friction for our direct sales teams.
- Cross-Functional Alignment: Partner with Legal, Marketing, Product, and Finance to scale existing joint offerings while proactively identifying new collaborative opportunities to ideate, develop, and launch innovative solutions
Partner Reporting & Performance Management
- Regular Business Reviews: Lead quarterly business reviews (QBRs) with strategic partners to measure program ROI, track service satisfaction metrics, and identify critical areas for improvement.
- Operational Rigor: Establish a strict operating rhythm for internal and external reporting, driving mutual accountability and ensuring seamless service delivery for shared customers.
- Performance Tracking: Monitor ongoing partner performance, rigorously tracking KPIs, deal registrations, and revenue attribution to report back to leadership.
What We’re Looking For
- Experience: 8-10 years of experience in Business Development, Strategic Partnerships, or Alliance Management, with a track record of operating successfully at a senior level (Senior Manager equivalent).
- The Hunter Mentality: You are proactive. You don’t wait for leads to drop; you shape the requirement beforehand. You are comfortable driving alignment across complex partner organizations and navigating to key decision-makers.
- Partnership Fluency: Deep understanding of partner recruitment, co-sell frameworks, referral models, deal registration processes, and partner enablement programs. Proven expertise in negotiating complex commercial terms, revenue-sharing models, and referral agreements with enterprise-level partners.
- Industry Background: Experience in SaaS, IoT, Hardware, or the Mobility/Transportation industry is highly preferred. Understanding how to sell physical + digital solutions is a major differentiator.
- Communication: Ability to distill complex product and program language into simple, actionable advice for sales reps, partners, and executives.
- Analytical Rigor: Proficiency in tracking deal registration, revenue attribution using CRM tools (Salesforce), alongside deep leading Quarterly Business Reviews (QBRs).
Why Join Us?
- Impact: You will be building a revenue pillar from the ground up with high visibility from Executive Leadership.
- Market Opportunity: Businesses operating physical operations and commercial fleets are undergoing a massive digital transformation, and Motive provides the essential AI-driven platform they need to increase safety, boost efficiency, and reduce operational costs.
- Culture: We value builders and owners. You will have the autonomy to define the strategy for this vertical.
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visitingMotive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
Originally posted on Himalayas