AWS GTM Partnership Lead, Public Sector & Nonprofits

Anthropic is seeking a partnerships leader to own the tri-party motion for public sector and nonprofit partnerships selling through AWS.

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.

Key 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 commercial mechanics for the partner motion
• Build and maintain executive-level relationships across AWS's public sector partner organization
• Work with partners to develop repeatable, mission-specific solutions built on Claude
• Partner cross-functionally with Anthropic's alliances, public sector sales, partner marketing, policy, and regional cloud teams
• Create and implement scalable processes for partnership operations
• Provide strategic market intelligence and competitive insights
• Identify where to concentrate investment across the partner portfolio

Minimum Qualifications:

• Active security clearance (TS/SCI required)
• Enterprise partnerships, alliances, or business development experience
• Proven track record of building and scaling partnerships with public sector-focused systems integrators
• Experience building a co-sell or channel motion from the ground up
• Deep understanding of how cloud and partner field organizations operate in the public sector
• Track record of carrying and hitting a partner-sourced or partner-influenced revenue number
• 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
• 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
• Familiarity with government compliance and authorization frameworks
• Experience working with nonprofit, higher education, or philanthropic organizations
• 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

Logistics:

• Annual Salary: $365,000-$425,000 USD