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Anthropic is seeking an experienced partnerships leader to own the go-to-market motion for systems integrator partnerships selling Claude through AWS. You will operate at the intersection of three ecosystems—Anthropic, AWS, and global systems integrators—to turn partner interest into joint pipeline and closed revenue.
Key responsibilities include developing and executing GTM strategy for SI partnerships through AWS, including co-selling motions, joint business plans, and segment-specific plays. You will own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business. You'll design the commercial mechanics that make the partner motion work, including deal registration, marketplace program structure, and incentive alignment.
You will build and maintain executive-level relationships across AWS's partner organization and partner AWS practice leadership. Working with partners, you'll develop repeatable, industry-specific solutions built on Claude and help them build delivery capability to take those solutions to market. You'll partner cross-functionally with Anthropic's alliances, sales, partner marketing, and regional cloud teams to keep the motion consistent globally while regions execute locally.
Additional responsibilities include creating scalable processes for partnership operations (escalation management, business reviews, reporting), providing strategic market intelligence and competitive insights on the partner ecosystem, and identifying where to concentrate investment across the partner portfolio.
This is a build role. The partner ecosystem is early, programs are still being designed, and you'll operate across three organizations whose incentives don't always align. You'll help shape how frontier AI technology reaches the enterprise through the services ecosystem. You report directly to the Head of AWS GTM Partnerships.
