Amazon GTM Partnerships, Enterprise

Anthropic; San Francisco (CA); On-site; USD 300,000 - 365,000; Full time

Job summary

Anthropic is seeking a strategic partnerships professional to lead and scale our AWS alliance, shaping joint GTM strategies and driving revenue growth. You will build executive-level relationships, coordinate cross-functional teams, and manage co-sell motions and enablement programs.

In this role, you will forecast pipelines, track performance against revenue targets, and drive strategic planning for joint marketing.

Qualifications

• 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.
• Experience negotiating and structuring joint business plans with external partners.
• Experience translating technical product capabilities into business value for enterprise audiences.
• Ability to travel up to 25% of the time.

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.

Skills

Enterprise sales

Partnerships

Negotiation

Sales forecasting

CRM (Salesforce)

Education

Bachelor's degree

Tools

Salesforce

Job description

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 USD

Logistics

• 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.