Enterprise AI Partnerships Lead - AWS GTM

Anthropic Limited; San Francisco, Northern (CA, KY); Hybrid; USD 365,000 - 425,000; Full time

Job summary

Anthropic Limited is seeking a partnerships leader to own the tri-party motion for systems integrator partnerships selling through AWS. You will orchestrate the go-to-market motion to turn partner interest into joint pipeline and revenue, coordinating across AWS and Anthropic practices globally.

This build role requires navigating evolving programs, shaping incentives, and delivering scalable partnership operations while maintaining executive relationships and driving partner-driven growth

Qualifications

• 12+ years of enterprise partnerships, alliances, or business development.
• Proven track record with systems integrators, consultancies, or channel partners.
• Experience building a co-sell or channel motion and commercial mechanics.
• Strong executive presence with the ability to influence senior stakeholders without formal authority.
• Willingness to travel up to 25%.

Responsibilities

• Develop and execute GTM strategy for SI partnerships through AWS.
• Own forecasting, pipeline development, and revenue targets for partner-sourced/influenced deals.
• Design commercial mechanics, deal registrations, and marketplace programs.
• Build executive relationships across AWS partner organization.
• Collaborate with Anthropic’s alliances, sales, partner marketing and regional cloud teams.
• Create scalable processes for partnership operations and reporting.
• Provide strategic market intelligence to inform product and commercial strategy.
• Identify where to concentrate investment across partner portfolio.
• Shape how frontier AI enters enterprise via services ecosystem.

Skills

Executive presence

Strategic planning

Program management

Forecasting

Partnership development

Cross-functional collaboration

Education

Bachelor’s degree

Job description

Anthropic Limited is seeking a partnerships leader to own the tri-party motion for systems integrator partnerships selling through AWS. You will orchestrate the go-to-market motion to turn partner interest into joint pipeline and revenue, coordinating across AWS and Anthropic practices globally.

This build role requires navigating evolving programs, shaping incentives, and delivering scalable partnership operations while maintaining executive relationships and driving partner-driven growth