About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

À propos du poste :

En tant que responsable de l'architecture des solutions de l'équipe EMEA chez Anthropic, vous favoriserez l'adoption de l'IA de pointe en permettant le déploiement des produits d'Anthropic (Claude for Enterprise, Claude Code et API) auprès des entreprises technologiques et des organisations digital-first. Vous mettrez à profit vos compétences techniques et votre expérience en vente conseil pour mener une transformation positive de l'IA qui répond aux besoins de nos clients, à leurs exigences techniques, et offre un haut degré de fiabilité et de sécurité.

Vous serez responsable de la direction et du développement de l'équipe EMEA Applied AI Solutions Architecture. Vous établirez les processus et les meilleures pratiques pour les engagements techniques pré-vente de la région en fonction de vos années d'expérience, aiderez chaque membre de l'équipe à réussir, à atteindre une grande productivité et à progresser dans votre carrière, et représenterez Anthropic en tant que responsable technique dans certains de ses partenariats les plus importants.

En collaboration avec les équipes de vente, de produit et d'ingénierie, vous aiderez les partenaires technologiques des entreprises à intégrer des systèmes d'IA de pointe dans leurs produits et plateformes d'avant-garde. Vous mettrez à profit vos excellentes compétences en communication pour expliquer et démontrer de manière convaincante des solutions complexes à un public aussi bien technique que non technique. Vous jouerez un rôle essentiel dans l'identification des opportunités d'innovation et de différenciation de nos systèmes d'IA, tout en maintenant nos normes de sécurité de pointe.

Responsabilités :

Gérer et encadrer une équipe d'architectes de solutions, en leur fournissant des conseils techniques et en assurant leur développement de carrière
Fixer des objectifs et des évaluations pour votre équipe, afin de favoriser la croissance et le rendement
Collaborer avec une poignée de clients professionnels nés à l'ère du numérique parmi les plus importants sur leurs stratégies globales d'adoption de l'IA, en mettant l'accent sur l'excellence technique avant-vente, notamment la définition du périmètre des cas d'utilisation, la mise en place d'un champion technique et l'exécution de preuves de concept
Travailler en étroite collaboration avec les responsables GTM pour comprendre les besoins des clients et co-construire des stratégies GTM en faveur de l'adoption par les clients de l'entreprise nés à l'ère du numérique
Maîtrisez les aspects techniques des engagements d'avant-vente, en veillant à ce que votre équipe propose des démonstrations convaincantes et valide le retour sur investissement des clients professionnels grâce aux produits Anthropic
Favoriser la collaboration au sein d'équipes inter-fonctionnelles afin d'influencer et d'unifier les parties prenantes à tous les niveaux de l'organisation et d'obtenir des résultats commerciaux
Se rendre occasionnellement sur les sites des clients pour participer à des réunions de direction, des ateliers techniques et nouer des relations
Établir une vision commune pour la création de solutions permettant une IA bénéfique et sûre dans les produits technologiques
Diriger la vision, la stratégie et la mise en œuvre de solutions innovantes qui tirent parti des capacités de nos derniers modèles pour des cas d'utilisation à la pointe de la technologie
Contribuer au leadership d’opinion à travers des présentations en conférence, des webinaires et la création de contenu technique
Rester au courant des nouvelles tendances en matière d'intelligence artificielle et de machine learning et du paysage concurrentiel du secteur des technologies d'entreprise

Profil recherché :

Plus de 7 ans d'expérience en tant qu'architecte de solutions, ingénieur commercial ou poste technique d'avant-vente similaire
Plus de 3 ans d'expérience en gestion technique de la mise sur le marché, en particulier dans la gestion d'équipes d'avant-vente
Plus de 3 ans d'expérience en gestion de produits
Avoir de l'expérience dans le travail et la vente auprès de clients nés à l'ère du numérique (SaaS d'entreprise verticaux, SaaS d'entreprise horizontaux, entreprises de technologies grand public, PaaS, etc.)
Expérience dans les exigences techniques uniques et des processus d'achats techniques des entreprises technologiques
Maîtrise technique approfondie des déploiements d'IA en entreprise, des intégrations d'API et des cas d'utilisation du LLM en production
Avoir le sens de l'organisation et aimer constituer des équipes de base dans un environnement relativement peu structuré
Avoir d’excellentes compétences en communication, collaboration et coaching
Être à l'aise dans des environnements très incertains, ambigus et en constante évolution, typiques de l'industrie technologique
Forte présence exécutive et capacité à établir des relations étroites avec les responsables techniques et les équipes d'ingénieurs
Avoir au moins une bonne connaissance de l'architecture et du fonctionnement des grands modèles de langage et/ou de l'apprentissage automatique en général
Expérience en ingénierie rapide, évaluation de LLM et architecture de systèmes alimentés par IA
Clarifiez les problèmes ambigus et identifiez les principes fondamentaux qui peuvent s'appliquer à tous les scénarios
Être passionné par la mise en place de technologies puissantes qui soient sûres et bénéfiques pour la société
Réfléchir de manière créative aux risques et aux avantages des nouvelles technologies, et aller au-delà des listes de contrôle et des manuels d'instructions
Rester à jour et informé en vous intéressant activement aux recherches émergentes et aux tendances du secteur
Compréhension des outils de développement, des SDK et des modèles d'intégration technique courants dans les entreprises technologiques

Date limite de candidature : Aucune. Les candidatures seront examinées au fur et à mesure de leur réception.

About the Role

As the Manager of the Applied AI Architect team for Southern European Industries at Anthropic, you will drive the adoption of frontier AI by enabling the deployment of Anthropic's products (Claude for Enterprise, Claude Code, and API) across our Industries accounts: large enterprises across all non-tech verticals in France, Spain, Portugal, Italy and Greece. You'll leverage your technical skills and consultative sales experience to drive positive AI transformation that addresses our customers' business needs, meets their technical requirements, and provides a high degree of reliability and safety.

You'll be responsible for leading and growing the Southern Europe Applied AI Architect team, establishing processes and best practices for your segment's pre-sales engagements based on your depth of experience and knowledge of the market, helping each team member achieve success, high productivity, and career growth, and representing Anthropic as a technical lead on some of its most important partnerships.

In collaboration with Sales, Product, and Engineering teams, you'll help large enterprise customers incorporate leading-edge AI systems into both internal business transformation initiatives and customer-facing products. You will also help build technical GTM plays for Anthropic’s products and define high-value industry solutions. You will employ your excellent communication skills to explain and demonstrate complex solutions persuasively to technical and non-technical audiences alike. You will play a critical role in identifying opportunities to innovate and differentiate our AI systems, while maintaining our best-in-class safety standards across sectors, and driving our products to meet local regulatory requirements in Southern Europe.

Responsibilities

Hire, manage and mentor a team of Applied AI Architects for Southern Europe, providing both technical guidance and career development
Set goals and reviews for your team, promoting growth and output
Work with a handful of highest-value enterprise customers on their overall AI adoption strategies, focusing on pre-sales technical excellence including use case scoping, architecture reviews, technical champion building, technical adoption workshops and POC execution
Partner closely with your aligned GTM leadership to understand customer requirements and co-build GTM strategies to drive adoption across all industry verticals
Own the technical portions of pre-sales engagements, ensuring your team provides compelling demos and validates customer ROI from Anthropic products
Develop scalable technical engagement frameworks and reusable assets tailored for all non-tech sectors, including Financial Services & Insurance, Healthcare, Telco, Retail and others.
Drive collaboration from cross-functional teams to influence and unify stakeholders at all levels of the organization to drive business outcomes
Travel to customer sites for executive-level sessions, technical workshops, and building relationships
Establish a shared vision for creating solutions that enable beneficial and safe AI
Lead the vision, strategy, and execution of innovative solutions that leverage our latest models' capabilities
Contribute to thought leadership through conference presentations, webinars, and technical content creation
Stay current with emerging AI/ML trends and competitive landscape across all major Industries verticals

You may be a good fit if you have:

7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role
3+ years of technical go-to-market management experience, specifically managing pre-sales teams
Experience working with and selling to large enterprise customers across multiple verticals
Demonstrated ability to navigate and articulate complex technical, organisational and regulatory requirements of large enterprises, in particular in regulated industries (e.g FSI, Healthcare & Life Sciences)
A proven knowledge of the Southern European market and its local specificities (regulatory, cultural, technical…)
Experience framing and delivering enterprise AI use cases (productivity, workflow transformation) and/or scoping large enterprise adoption programs
Deep technical proficiency with enterprise AI deployments, API integrations, and production LLM use cases
Demonstrated ability to build scalable, repeatable processes and frameworks that work across diverse customer segments
An organizational mindset and enjoy building foundational teams in a relatively unstructured environment
Excellent communication, collaboration, and coaching abilities
Comfort dealing with highly uncertain, ambiguous, and fast-moving environments
Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams
High-level familiarity with the architecture and operation of LLM and/or ML in general
Experience with prompt engineering, LLM evaluation, and architecting AI-powered systems
Ability to make ambiguous problems clear and identify core principles that can translate across scenarios
A passion for making powerful technology safe and societally beneficial
Creative thinking about the risks and benefits of new technologies, beyond past checklists and playbooks
A track record of staying current with emerging AI research and industry trends or similar.

Strong candidates may also have:

10+ years technical experience
5+ years managing AI technical teams in hypergrowth (ideally from 10 to 50+)
Previous experience leading solutions architect or pre-sales teams through rapid growth
Proven experience and understanding across all key non-tech industry verticals, in particular the regulated industries: Financial Services, Insurance, Healthcare, Life Sciences, Telco, Retail, Consumer Goods, Manufacturing, Oil & Gas, etc.
In addition to English, native or fluency in a Southern European language
Demonstrated experience in defining and delivering enterprise AI use cases in regulated industries: e.g, Banking, Insurance, Healthcare and Life sciences
Track record of building technical playbooks and assets that scale across diverse customer segments
Understanding of both digital-native technical requirements (API integration, developer experience) and traditional enterprise needs (security, compliance, change management)
Background at enterprise AI software or API-first companies serving large enterprise customers
Proven experience building a Southern European AI team

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:

€200.000—€255.000 EUR

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process

Manager of Solutions Architecture, Applied AI (Industries)

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