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AWS GTM Partnership Lead, Global System Integrators

AnthropicSan Francisco, CA | New York City, NY | Seattle, WASales
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Salary
Not listed
Job type
Full-time
Posted
26 Aug 2026
Status
Open · checked 7d ago

About this role

The AWS GTM Partnership Lead position at Anthropic is a full-time sales role based in San Francisco, CA, New York City, NY, or Seattle, WA, focused on driving enterprise AI adoption through global systems integrators and AWS. This opportunity suits an experienced partnerships professional ready to build and scale a brand-new go-to-market motion for frontier AI technologies.

Role Overview

Anthropic is seeking a partnerships leader to own the tri-party motion for systems integrator partnerships selling through Amazon Web Services. Global systems integrators and specialist SIs serve as the primary vehicle for Claude to reach enterprise customers at scale, with AWS acting as the core underlying infrastructure. In this build role, the professional will shape how partner interest transforms into joint pipeline and closed revenue while navigating across multiple organizations. Reporting directly to the Head of AWS GTM Partnerships, the individual will define product positioning in partner programs and design commercial mechanics.

Key Responsibilities

Develop and execute the go-to-market strategy for systems integrator partnerships through AWS, encompassing co-selling motions, joint business plans, events, and segment-specific plays.
Own forecasting, pipeline development, and revenue targets associated with partner-sourced and partner-influenced business.
Design commercial mechanics to support the partner motion, including deal registration, marketplace program structures, and incentives.
Build and maintain executive-level relationships across AWS partner organizations and internal partner AWS practice leadership.
Collaborate with partners to build repeatable, industry-specific solutions utilizing Claude alongside delivery capabilities.
Partner cross-nationally and globally with alliances, sales, partner marketing, and regional cloud teams to maintain consistent execution.
Create and implement scalable operational processes for partnerships, such as escalation management, business reviews, and reporting.
Provide strategic market intelligence and competitive insights to inform product and commercial strategy.
Identify investment concentrations across the partnership portfolio and reallocate resources where returns are insufficient.

Requirements

Minimum of 12 years of enterprise partnerships, alliances, or business development experience with a focus on partner ecosystems.
Proven track record of building and scaling partnerships with systems integrators, consultancies, or channel partners from the ground up.
Deep understanding of cloud and partner field organizations, along with the incentives driving seller and partner behavior.
Demonstrated success in carrying and hitting partner-sourced or partner-influenced revenue goals with credible forecasting.
Strong executive presence with the ability to influence senior stakeholders without formal authority.
Excellence in strategic planning, business operations, and program management, balancing strategy with tactical execution.
Experience working with technical products to translate complex capabilities into business value.
Bachelor’s degree or an equivalent combination of education, training, and experience in a relevant field.
Ability to travel up to 25% of the time.
Availability to work on a location-based hybrid policy requiring at least 25% time in an office.

Nice to Have

Previous experience working with AWS or another hyperscaler partner organization.
Working knowledge of systems integrator operating models, practice structures, delivery economics, and services revenue drivers.
Background in AI or machine learning technologies, developer-focused platforms, and associated partner ecosystems.
Experience scaling partner programs during transition phases from early traction to significant partner-driven revenue.
Management consulting experience earlier in the career.

Skills and Tools

AWS ecosystem management
Strategic planning and business operations
Enterprise co-selling and channel motion design
Pipeline development and revenue forecasting
Executive relationship management

Salary and Benefits

Annual On Target Earnings (OTE) ranging from $365,000 to $425,000 USD, which includes base salary and sales commission or bonus targets.
Competitive compensation and benefits packages.
Optional equity donation matching.
Generous vacation and parental leave.
Flexible working hours and collaborative office spaces.
Visa sponsorship provided with immigration lawyer assistance for qualifying candidates.

About the Company

Anthropic is a public benefit corporation headquartered in San Francisco with a mission to create reliable, interpretable, and steerable AI systems that remain safe and beneficial for society. Operating as a fast-growing team of researchers, engineers, policy experts, and business leaders, the organization approaches AI research as an empirical science akin to physics and biology, valuing high-impact collaboration and long-term safety goals.

How to Apply

Interested candidates should visit the official Anthropic careers page to submit an application and review open positions.

Skills and tech stack

AWS

Questions candidates ask

What is the salary range for the AWS GTM Partnership Lead role?

The annual On Target Earnings (OTE) range for this role is $365,000 to $425,000 USD, which includes both the annual base salary and sales commissions or bonuses targets.

Where is this job located?

The role is based in San Francisco, CA, New York City, NY, or Seattle, WA, operating under a location-based hybrid policy requiring staff to be in an office at least 25% of the time.

What level of experience is required?

Candidates must have 12+ years of enterprise partnerships, alliances, or business development experience, alongside a Bachelor’s degree or an equivalent combination of education, training, and experience.

Does Anthropic offer visa sponsorship for this position?

Yes, Anthropic sponsors visas for eligible roles and provides reasonable efforts and an immigration lawyer to assist successful candidates with the visa process.

How can I apply for this position?

Applicants should apply directly through the official Anthropic careers page to ensure security and legitimate submission.

Ready to apply?

The application is on the official Anthropic careers page.

Apply on company site