Anthropic, the AI innovator behind Claude and Claude Code, is making waves in the tech world with its search for a channel leader to spearhead its global reseller partnership business.

This move comes on the heels of Anthropic signing a term sheet for a $10 billion funding round, which values the company at $350 billion, according to reports. The funding, supported by major players including Microsoft and Nvidia, positions Anthropic as a formidable competitor in the AI space, alongside rivals such as ChatGPT creator OpenAI and Google DeepMind’s Gemini.

The new channel leader role is a cornerstone of Anthropic’s strategy to expand its reach through a robust partner ecosystem. This leader will be charged with designing, building, and scaling a global reseller program that spans traditional reseller partnerships, cloud marketplace transactions (AWS, Google Cloud, and Microsoft Azure), and co-sell relationships with cloud provider sales teams. Anthropic’s goal is to accelerate growth in mature markets while establishing a strong presence in emerging regions like Latin America, the Middle East, Africa, and Asia Pacific.

No doubt, this is a big job and will be career-defining one similar to executives who have shaped channel strategies for the likes of Apple, Microsoft, Nvidia, Cisco and many others.

Anthropic is believed to be recruiting for several senior-level channel and partnership leaders to expand its global go-to-market strategy for its AI products, including the head of North American partnerships and global technology partner leader. Anthropic has not yet responded to our request for comment on the position.

Anthropic was said to be offering a salary of $355,000 to $425,000, plus equity and benefits that could make this one of the most lucrative channel positions in the industry. The company said it was seeking a seasoned channel professional with experience in high-growth technology companies, cloud marketplaces, and global channel strategies.

Chance Weaver, Pax8’s VP of AI Adoption, said he expects Anthropic and other AI companies to continue to bolster their channel – particularly with a big opportunity in the SMB space.

“Anthropic clearly recognizes that a strong channel strategy is critical for scaling AI adoption, especially as they look to reach commercial and SMB customers globally. This move democratizes access to AI technology for smaller organizations that are increasingly ready to adopt these solutions and the channel is the proven path to reach them effectively,” Weaver said.

Weaver added: “It’s also smart to see their focus on cloud marketplaces like AWS, Google Cloud, and Microsoft Azure, which are becoming essential transaction vehicles. I expect this will encourage other AI leaders to continue strengthening their channel presence as well. The timing makes sense - the SMB market opportunity is massive, and the channel is how you unlock it.”

MSPs and channel partners we spoke to said as Anthropic competes with OpenAI and Google DeepMind, the global partnerships role will be critical in ensuring its AI solutions are accessible to businesses worldwide given the flow of tech through channel partners. OpenAI’s ChatGPT and Google’s Gemini have already made significant inroads in the AI market, and Anthropic’s channel strategy will be key to differentiating its offerings and capturing market share.

Based on the job duties MSP Summit reviewed, the responsibilities of the channel leader include:

• Defining the Global Strategy: Crafting a comprehensive reseller program that leverages traditional resellers, cloud marketplaces, and co-sell opportunities.
• Recruiting and Enabling Partners: Building a network of partners in mature and emerging markets to extend Anthropic’s reach.
• Cloud Marketplace Integration: Establishing a strong presence on AWS, Google Cloud, and Azure Marketplaces, with a focus on private offers and procurement optimization.
• Developing Co-Sell Relationships: Collaborating with cloud provider sales teams to position Anthropic’s solutions in high-value deal flows.
• Program Design and Enablement: Creating partner tiers, margin structures, and enablement programs to ensure partners can quickly become productive.

Anthropic’s decision to invest in a global reseller program highlights its commitment to scaling its AI solutions and competing with industry heavyweights. Based on reports, OpenAI’s ChatGPT has already gained significant traction in the enterprise space, while Google’s Gemini is making strides in multimodal AI capabilities. Anthropic’s focus on building a strong channel ecosystem could give it a competitive edge, particularly in regions where AI adoption is still growing.

According to the 2025 MSP 501 survey, 7% of the MSP 501 companies used Claude as a key partner last year. Claude was the fourth most popular on the list dominated by Microsoft Copilot (88%) and ChatGPT (36%). Google was third at 9%.

Anthropic’s $10 billion funding round, which is said to nearly double its valuation from the third quarter of 2025, underscores the company’s ambition and its financial strength. With a run-rate that has grown from $1 billion to over $5 billion in just one year, Anthropic is said to be well-positioned to attract top talent and expand its market presence. However, it is unclear how profitable companies like Anthropic and OpenAI are or could be if they changed their R&D and investment strategies.

Our take is this global reseller partnership role offers a rare chance to shape the future of AI distribution at a company that is redefining the industry. As Anthropic continues to challenge AI giants such as OpenAI and Google, the new channel leader will play a pivotal role in driving the company’s success and ensuring its innovative AI solutions reach customers around the world.

Stay tuned to the MSP Summit site for more updates on Anthropic’s channel strategy and how it’s shaping the future of AI partnerships.