AWS GTM Partnership Lead, Public Sector & Nonprofits
About this role
Driving the go-to-market strategy for public sector and nonprofit partnerships through AWS involves defining how Claude is positioned inside partner programs and designing commercial mechanics for procurement vehicles. Building this early partner ecosystem requires aligning incentives across multiple organizations and working in classified environments when required. Reporting to the Head of AWS GTM Partnerships, this person owns pipeline development and revenue targets while collaborating closely with the Global Public Sector Leader.
Anthropic focuses on creating reliable, interpretable, and steerable AI systems that remain safe and beneficial for society. The growing team includes researchers, engineers, policy experts, and business leaders collaborating on artificial intelligence technology. Ideal candidates bring enterprise partnership experience, public sector cloud knowledge, and a track record of scaling joint revenue motions from the ground up.
What you will do
- Develop and execute the go-to-market strategy for public sector and nonprofit partnerships through AWS.
- Own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business.
- Design commercial mechanics including deal registration, marketplace program structure, and procurement vehicle alignment.
- Build and maintain executive-level relationships across AWS public sector partner organizations and practice leadership.
- Work with partners to develop repeatable, mission-specific solutions built on Claude.
- Partner cross-functional teams across alliances, public sector sales, partner marketing, policy, and regional cloud groups.
- Create and implement scalable processes for partnership operations such as escalation management and business reviews.
What you need
- Active security clearance with TS/SCI required and the ability to discuss capabilities in classified environments.
- Enterprise partnerships, alliances, or business development experience focused on public sector or nonprofit customer ecosystems.
- Proven track record of building and scaling partnerships with public sector-focused systems integrators or resellers.
- Deep understanding of how cloud and partner field organizations operate in the public sector.
- Track record of carrying and hitting a partner-sourced or partner-influenced revenue number with credible forecasting.
- Demonstrated ability to build credibility with and influence senior stakeholders.
- Ability to travel up to 25% of the time.
Nice to have
- 12+ years of enterprise partnerships, alliances, or business development experience
- Previous experience working with AWS or another hyperscaler's public sector partner organization
- Familiarity with government compliance and authorization frameworks such as FedRAMP and IL levels
- Background in AI/ML technologies or developer-focused platforms
- Prior experience in management consulting or federal program management
Skills and tech stack
Questions candidates ask
What is the remote or office policy for this role?
Anthropic operates under a location-based hybrid policy. Staff are expected to be in one of the offices at least 25% of the time, though some roles may require more office time.
What is the compensation range for this position?
The annual On Target Earnings range is $365,000 to $425,000 USD. This range includes both the sales commissions or sales bonuses target and the annual base salary.
What security clearance is required?
An active security clearance with TS/SCI is required, along with the ability to discuss capabilities in classified environments.