AWS GTM Partnership Lead, Enterprise
At a glance
Senior Channel & Partnerships role at Anthropic. San Francisco · $300,000–$365,000 OTE.
Growth Roles summary, based on the employer's posting.
What you'll do
- Own Anthropic's AWS relationship, from executive connections through joint growth plans
- Turn co-selling, enablement, and joint plans into a shared AWS go-to-market motion
- Forecast pipeline, monitor shared revenue progress, and report on partnership performance
- Create repeatable operating processes, including escalations, reviews, and reporting
- Use market insight to shape sales plays, business strategy, and expansion opportunities
What you bring
- Show you have scaled co-sell or joint go-to-market work with a major cloud or technology partner
- Build forecasting, pipeline, and reporting systems in Salesforce or a similar CRM
- Negotiate joint business plans and explain technical products through enterprise business value
- Be able to travel up to a quarter of the time
Who this fits
This suits a senior partnership leader with enterprise sales, business development, or alliance experience, especially with AWS, AI/ML, or enterprise software. You’ll work from San Francisco and should expect to be in an Anthropic office at least a quarter of the time. Visa sponsorship may be available, though not for every role or candidate
From the employer
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 USDLogistics
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 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.
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