AWS GTM Partnership Lead, Enterprise

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.

About the role

Anthropic is seeking a candidate to drive our strategic Amazon/AWS partnership. You'll own this partnership end-to-end — building executive relationships across both organizations, developing joint go-to-market strategy, and generating large-scale revenue opportunities through AWS's ecosystem.

In this role, you'll help shape how frontier AI technology is commercialized at scale, and you'll build the playbook for what a successful AI-cloud provider partnership looks like at Anthropic.

Key responsibilities

Develop and execute go-to-market strategy for our AWS partnership, including co-selling motions, enablement programs, and joint business plans

Build pipeline forecasting and track progress against shared revenue targets

Build and maintain executive-level relationships across the AWS organization

Drive strategic planning and execution of joint marketing and sales initiatives

Design scalable processes for partnership operations, including escalation management and reporting

Design and execute segment-specific sales plays and enablement programs

Represent Anthropic in joint business reviews with key stakeholders

Provide market intelligence and competitive insights to inform product and business strategy

Identify and develop opportunities to expand the scope and impact of the partnership

Minimum qualifications

Demonstrated experience building and scaling co-sell or joint go-to-market motions with a major cloud provider or technology platform partner

Experience building partnership forecasting, pipeline tracking, and reporting processes (e.g., in Salesforce or a comparable CRM)

Experience negotiating and structuring joint business plans with external partners

Experience translating technical product capabilities into business value for enterprise or partner audiences

Ability to travel up to 25% of the time

Preferred qualifications

8+ years of experience in enterprise sales, business development, or partnerships

Previous experience working directly with Amazon/AWS partner or alliance teams

Background in AI/ML technologies or enterprise software

Experience scaling partnerships in emerging technology markets

Track record of building enterprise GTM strategies from the ground up

Demonstrated ability to build trust and influence with senior stakeholders across organizations

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: $300,000 — $365,000 USD

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study:  A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

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 qual …