Public Sector Partnerships GTM Lead

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

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.