AWS GTM Partnership Lead, Public Sector & Nonprofits

EngineersOfAI; Washington (District of Columbia); On-site; USD 170,000 - 210,000; Full time

Job summary

Anthropic is seeking a partnerships leader to own the tri-party motion for public sector and nonprofit partnerships, selling through AWS. You will build the go-to-market motion, define how Claude is positioned in AWS public sector programs, and design commercial mechanics that let partners transact and earn rewards.

This is a build role spanning three organizations, with cross-functional responsibilities across alliances, public sector sales, and policy.

Qualifications

• Active TS/SCI security clearance and experience working in classified environments.
• Proven track record building and scaling public sector partnerships (systems integrators, resellers, or channel partners).
• Experience designing and launching a co-sell or channel motion with commercial mechanics.

Responsibilities

• Develop and execute GTM strategy for public sector and nonprofit partnerships through AWS.
• Own forecasting, pipeline development, and revenue targets for partner-sourced business.
• Design procurement-friendly contract vehicles and incentives for partner motion.
• Build executive relationships across AWS public sector and partner teams.
• Collaborate with Anthropic teams to ensure consistent motion across regions and segments.
• Create scalable processes for partnership operations and reporting.
• Provide market intelligence to inform product and commercial strategy.
• Identify where to focus investment across the partner portfolio.

Skills

Partnerships leadership

Public sector experience

Co-sell / channel motions

Strategic relationship building

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 partnerships leader to own the tri-party motion for public sector and nonprofit partnerships selling through AWS. Public sector and nonprofit-focused partners are how Claude reaches government agencies, educational institutions, and mission-driven organizations at scale, and AWS is the surface most of that work runs on. You will own the intersection of those two ecosystems.

In this role, you will build the go-to-market motion that turns partner interest into joint pipeline and closed revenue, working across AWS's public sector partner organization and the AWS practices inside the partners that serve government and nonprofit customers. You will define how Claude is positioned inside AWS public sector partner programs, design the commercial mechanics that let partners transact and get rewarded through procurement vehicles and contract structures specific to this segment, and build the joint plays that partners take to their customers.

This is a build role. The partner ecosystem is early, the programs are still being designed, and you will be operating across three organizations whose incentives on any given deal don't always line up. You will help shape how frontier AI technology reaches the public sector and nonprofit community through the partner ecosystem, including in classified environments where required.

You will report directly to the Head of AWS GTM Partnerships and work closely with our Global Public Sector Leader.

Key responsibilities

• Develop and execute the GTM strategy for our public sector and nonprofit partnerships through AWS, including co-selling motions, joint business plans, events, and segment-specific plays across federal, state and local, education, and nonprofit
• Own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business
• Design the commercial mechanics that make the partner motion work, including deal registration, marketplace program structure, procurement and contract vehicle alignment, and incentives
• Build and maintain executive-level relationships across AWS's public sector partner organization and across partner AWS practice leadership
• Work with partners to develop repeatable, mission-specific solutions built on Claude, and help them build the delivery capability to take those solutions to public sector and nonprofit customers
• Partner cross-functionally with Anthropic's alliances, public sector sales, partner marketing, policy, and regional cloud teams to keep the motion consistent while regions and segments execute locally
• Create and implement scalable processes for partnership operations, including escalation management, business reviews, and reporting
• Provide strategic market intelligence and competitive insights on the public sector and nonprofit partner ecosystem to inform product and commercial strategy
• Identify where to concentrate investment across the partner portfolio and make the case to stop investing where returns are not there

Minimum qualifications

• Active security clearance (TS/SCI required) with ability to discuss capabilities in classified environments
  Enterprise partnerships, alliances, or business development experience, with meaningful time spent on partner ecosystems serving public sector or nonprofit customers
• Proven track record of building and scaling partnerships with public sector-focused systems integrators, resellers, or channel partners
• Experience building a co-sell or channel motion from the ground up, including the commercial mechanics behind it
• Deep understanding of how cloud and partner field organizations operate in the public sector, including procurement processes, contract vehicles, and the incentives that drive seller and partner behavior
• Track record of carrying and hitting a partner-sourced or partner-influenced revenue number, with credible forecasting behind it
• Demonstrated ability to build credibility with and influence senior stakeholders
• Excellence in strategic planning, business opera