AWS GTM Partnership Lead, Enterprise

Alex Loftus; Northern, New York (KY, NY); Hybrid; USD 300,000 - 365,000; Full time

Benefits offered by this job

Competitive compensation

Equity donation matching

Generous vacation

Flexible working hours

Job summary

Anthropic is seeking a strategic Partnerships leader to drive the AWS partnership end-to-end, building executive-level relationships and co-selling motions that unlock large-scale revenue opportunities. You will shape how frontier AI is commercialized with a cloud provider and lead cross-functional efforts across marketing, sales, and product.

The role requires 8+ years in enterprise sales or partnerships, direct AWS collaboration experience, and a track record of scaling GTM initiatives in

Qualifications

• 8+ years in enterprise sales, business development, or partnerships.
• Direct experience with Amazon/AWS partner or alliance teams.
• Background in AI/ML or enterprise software.
• Proven ability to scale partnerships in emerging tech markets.
• Track record building enterprise GTM strategies from the ground up.
• Ability to earn trust and influence senior stakeholders.

Responsibilities

• Develop and execute GTM strategy for the AWS partnership.
• Build pipeline forecasts and track revenue against targets.
• Maintain executive relationships across AWS and Anthropic.
• Lead joint marketing and sales initiatives.
• Design scalable partnership operations and reporting processes.
• Create segment-specific sales plays and enablement programs.
• Represent Anthropic in joint business reviews with stakeholders.
• Provide market intelligence to guide product strategy.
• Identify opportunities to expand partnership scope.
• Develop co-sell motions with a major cloud provider.
• Forecast and track joint opportunities using CRM.
• Negotiate and structure joint business plans.
• Translate technical capabilities into business value.
• Travel up to 25% as needed.

Skills

Enterprise sales

Business development

Partnerships

Go-to-market strategy

Executive relationships

Strategic planning

Industry knowledge

Education

Bachelor's degree

Tools

Salesforce

CRM platforms

AWS ecosystem

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
• 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.

$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.

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.

As set forth in Anthropic’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.