AWS GTM Partnership Lead, Public Sector & Nonprofits Washington, DC

Anthropic Limited; Washington, Northern (District of Columbia, KY); Hybrid; USD 365,000 - 425,000; Full time

Job summary

Anthropic is seeking an AWS GTM Partnership Lead for Public Sector and Nonprofits to own the tri‑party motion with AWS and Anthropic’s alliances. You will define how Claude is positioned in AWS public sector programs, design commercial mechanics, and build joint plays that move partners from interest to revenue.

This build role operates across three organizations with aligned, but sometimes conflicting incentives.

Qualifications

• Minimum education: Bachelor's degree or equivalent.
• Experience building partner ecosystems serving public sector or nonprofit customers.
• Ability to forecast partner-sourced or partner-influenced revenue with credible data.

Responsibilities

• Develop and execute the GTM strategy for public sector and nonprofit partnerships through AWS.
• Own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business.
• Design the commercial mechanics for partner motion including procurement and incentives.
• Build executive relationships across AWS public sector partner organization and practice leadership.
• Work with partners to develop mission-specific Claude solutions for public sector customers.
• Partner cross-functionally to align regional execution and maintain motion consistency.
• Create scalable partnership operations processes including reviews and reporting.
• Provide strategic market intelligence to inform product and commercial strategy.
• Travel up to 25% of the time.

Skills

Public sector partnerships

Enterprise partnerships

Channel / co-sell motion

Strategic planning

Business operations

Program management

Stakeholder influence

AWS public sector familiarity

Travel willingness (up to 25%)

Education

Bachelor's degree or equivalent

Job description

AWS GTM Partnership Lead, Public Sector & Nonprofits

Washington, DC

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
• 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 operations, and program management
• Ability to balance strategic thinking with tactical execution, and a willingness to concentrate effort rather than spread thin
• Experience working with technical products and translating complex capabilities into business value
• Ability to travel up to 25% of the time

Preferred qualifications

• 12+ years of enterprise partnerships, alliances, or business development experience
• Previous experience working with AWS or another hyperscaler's public sector partner organization
• Working knowledge of public sector partner operating models, including practice structures, delivery economics, and how services and contract revenue drive partner decisions
• Familiarity with government compliance and authorization frameworks (such as FedRAMP, IL levels, and StateRAMP) and how they shape partner‑led deployments
• Experience working with nonprofit, higher education, or philanthropic organizations and the funding dynamics that shape their technology decisions
• Background in AI/ML technologies or with developer‑focused platforms and their partner ecosystems
• Experience scaling partner programs at a company moving from early traction to significant partner‑driven revenue
• Prior experience in management consulting or federal program management

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.

$365,000 - $425,000 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