AWS GTM Partnership Lead, Global System Integrators

The posting, as Anthropic wrote it

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 systems integrator partnerships selling through AWS. Global systems integrators and specialist SIs are how Claude reaches enterprise customers 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 partner organization and the AWS practices inside the world's largest integrators. You will define how Claude is positioned inside AWS partner programs, design the commercial mechanics that let partners transact and get rewarded, 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 enterprise through the services ecosystem.

You will report directly to the Head of AWS GTM Partnerships.

Key Responsibilities

• Develop and execute the GTM strategy for our systems integrator partnerships through AWS, including co-selling motions, joint business plans, events and segment-specific plays
• 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, and incentives
• Build and maintain executive-level relationships across AWS's partner organization and across partner AWS practice leadership
• Work with partners to develop repeatable, industry-specific solutions built on Claude, and help them build the delivery capability to take those solutions to market
• Partner cross-functionally with Anthropic's alliances, sales, partner marketing, and regional cloud teams to keep the motion consistent globally while regions 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 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

Minimum qualifications

• 12+ years of enterprise partnerships, alliances, or business development experience, with meaningful time spent on partner ecosyste

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n our team.

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How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.