AWS GTM Partnership Lead

About the company

• Anthropic’s mission is to create reliable, interpretable, and steerable AI systems.

About the role

• Anthropic is seeking a partnerships leader to own the tri-party motion for systems integrator partnerships selling through AWS.
• You will build the go-to-market motion that turns partner interest into joint pipeline and closed revenue.
• You will define how Claude is positioned inside AWS partner programs, design the commercial mechanics, and build joint plays.

Key Responsibilities

• Develop and execute the GTM strategy for systems integrator partnerships through AWS, including co-selling motions, joint business plans, events and segment-specific plays.
• Own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business.
• Design the commercial mechanics that make the partner motion work, including deal registration, marketplace program structure, and incentives.
• Build and maintain executive-level relationships across AWS's partner organization and across partner AWS practice leadership.
• Work with partners to develop repeatable, industry-specific solutions built on Claude.
• Partner cross-functionally with Anthropic's alliances, sales, partner marketing, and regional cloud teams.
• Create and implement scalable processes for partnership operations.
• Provide strategic market intelligence and competitive insights on the partner ecosystem.
• Identify where to concentrate investment across the partner portfolio.

Minimum qualifications

• 12+ years of enterprise partnerships, alliances, or business development experience.
• Proven track record of building and scaling partnerships with systems integrators, consultancies, or channel partners.
• Experience building a co-sell or channel motion from the ground up.
• Deep understanding of how cloud and partner field organizations operate.
• Track record of carrying and hitting a partner-sourced or partner-influenced revenue number.
• Strong executive presence and demonstrated ability to influence senior stakeholders.
• Excellence in strategic planning, business operations, and program management.
• Ability to balance strategic thinking with tactical execution.
• Experience working with technical products and translating complex capabilities into business value.
• Ability to travel up to 25% of the time.

Preferred qualifications

• Previous experience working with AWS or another hyperscaler partner organization.
• Working knowledge of systems integrator operating models.
• Background in AI/ML technologies or with developer-focused platforms.
• Experience scaling partner programs at a company moving from early traction to significant partner-driven revenue.
• Management consulting experience earlier in your career.

Conditions

• Location-based hybrid policy: all staff to be in one of our offices at least 25% of the time.
• Visa sponsorship available.
• Annual Salary: $365,000 - $425,000 USD.