Amazon GTM Partnerships, Enterprise

WinsAbove; San Francisco, Northern (CA, KY); Hybrid; USD 300,000 - 365,000; Full time

Job summary

Anthropic is seeking a leader to drive our strategic Amazon/AWS partnership. You’ll own this collaboration end-to-end, building executive relationships, shaping joint go-to-market strategy, and generating revenue opportunities within AWS's ecosystem.

In this role you’ll translate frontier AI capabilities into business value, design scalable partner operations, and guide cross-functional teams across product, sales, and marketing. Occasional travel up to 25% is expected.

Qualifications

• Experience building and scaling co-sell or joint go-to-market motions with a major cloud provider or technology platform partner.
• Experience forecasting, pipeline tracking, and reporting processes in a CRM like Salesforce.
• Experience negotiating and structuring joint business plans with external partners.
• Ability to translate technical product capabilities into business value for enterprise audiences.
• Willingness to travel up to 25% of the time.

Responsibilities

• Develop and execute go-to-market strategy for the AWS partnership, including co-selling motions and joint business plans.
• Build pipeline forecasting and track progress against shared revenue targets.
• Establish and maintain executive-level relationships across AWS.
• Drive joint marketing and sales initiatives and strategic planning.
• Design scalable partnership operations, including escalation management and reporting.
• Create 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 opportunities to expand the partnership's scope and impact.

Skills

Co-sell / joint GTM motions

Partnership forecasting & pipeline

Negotiating joint business plans

Translating tech to business value

Travel up to 25%

Education

Bachelor’s degree or equivalent

Tools

Salesforce or equivalent CRM

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 marketsTrack 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.

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.