AWS GTM Partnership Lead, Global System Integrators

Anthropic is seeking a partnerships leader to own the tri-party motion for systems integrator partnerships selling through AWS. You will build the go-to-market motion that turns partner interest into joint pipeline and closed revenue, working across AWS's partner organization and the AWS practices inside the world's largest integrators.

Key Responsibilities:

• Develop and execute the GTM strategy for systems integrator partnerships through AWS
• Own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business
• Design commercial mechanics for the partner motion
• Build and maintain executive-level relationships across AWS's partner organization and partner AWS practice leadership
• Work with partners to develop repeatable, industry-specific solutions built on Claude
• Partner cross-functionally with Anthropic's alliances, sales, partner marketing, and regional cloud teams
• Create and implement scalable processes for partnership operations
• Provide strategic market intelligence and competitive insights on the partner ecosystem
• Identify where to concentrate investment across the partner portfolio

Minimum Qualifications:

• 12+ years of enterprise partnerships, alliances, or business development experience
• Proven track record of building and scaling partnerships with systems integrators
• Experience building a co-sell or channel motion from the ground up
• Deep understanding of cloud and partner field organizations
• Track record of carrying and hitting a partner-sourced or partner-influenced revenue number
• Strong executive presence and ability to influence senior stakeholders
• Excellence in strategic planning, business operations, and program management
• Ability to balance strategic thinking with tactical execution
• Experience working with technical products
• Ability to travel up to 25% of the time

Preferred Qualifications:

• Previous experience working with AWS or another hyperscaler partner organization
• Working knowledge of systems integrator operating models
• Background in AI/ML technologies or developer-focused platforms
• Experience scaling partner programs
• Management consulting experience

Logistics:

• Annual Salary: $365,000-$425,000 USD
• Minimum education: Bachelor’s degree or equivalent
• Location-based hybrid policy: 25% office time