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AWS GTM Partnership Lead, Global System Integrators

Anthropic· Sales
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Hybrid (San Francisco, CA), Hybrid (New York City, NY), Hybrid (Seattle, WA)$365k - $425kfull-timePosted 1mo ago

About the role

Partnerships leader responsible for the tri-party motion for AWS-enabled global systems integrator partnerships, defining the go-to-market, commercial mechanics, and joint plays to drive joint pipeline and revenue for Claude through AWS and SI ecosystems.

Responsibilities

  • Develop and execute the GTM strategy for our 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, and help them build the delivery capability to take those solutions to market
  • Partner cross-functionally with Anthropic's alliances, sales, partner marketing, and regional cloud teams to keep the motion consistent globally while regions execute locally
  • Create and implement scalable processes for partnership operations, including escalation management, business reviews, and reporting
  • Provide strategic market intelligence and competitive insights on the partner ecosystem to inform product and commercial strategy
  • Identify where to concentrate investment across the partner portfolio and make the case to stop investing where returns are not there

Qualifications

  • 12+ years of enterprise partnerships, alliances, or business development experience, with meaningful time spent on partner ecosystems
  • 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, including the commercial mechanics behind it
  • Deep understanding of how cloud and partner field organizations operate, and the incentives that drive seller and partner behavior
  • Track record of carrying and hitting a partner-sourced or partner-influenced revenue number, with credible forecasting behind it
  • Strong executive presence and demonstrated ability to influence senior stakeholders where you have no formal authority
  • Excellence in strategic planning, business operations, and program management
  • Ability to balance strategic thinking with tactical execution, and a willingness to concentrate effort rather than spread thin
  • Experience working with technical products and translating complex capabilities into business value
  • Ability to travel up to 25% of the time

Skills

Required:Enterprise partnerships & alliancesCo-sell / channel motionForecasting & pipeline management

Benefits

  • Competitive compensation
  • Optional equity donation matching
  • Generous vacation and parental leave
  • Flexible working hours
  • Office space for collaboration
Last updated Sep 2, 2026. Interested? Apply on the company site.

About Anthropic

building reliable, interpretable, and steerable AI systems

Anthropic is an AI safety and research company that's working to build reliable, interpretable, and steerable AI systems.

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