AWS GTM Partnership Lead, Global System Integrators

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 partnerships leader to own the tri-party motion for systems integrator partnerships selling through AWS. Global systems integrators and specialist SIs are how Claude reaches enterprise customers at scale, and AWS is the surface most of that work runs on. You will own the intersection of those two ecosystems.

Key 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
• 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

Minimum 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
• Able 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
• Able 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, including practice structures, delivery economics, and how services revenue drives partner decisions
• Background in AI/ML technologies or with developer-focused platforms and their partner ecosystems
• Experience scaling partner programs at a company moving from early traction to significant partner-driven revenue
• Management consulting experience earlier in your career

Deadline to Apply:

None. Applications will be reviewed on a rolling basis.