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Anthropic is seeking a partnerships leader to own the go-to-market motion for public sector and nonprofit partnerships selling through AWS. This is a build role where you will shape how frontier AI technology reaches government agencies, educational institutions, and mission-driven organizations through the partner ecosystem.
You will own the intersection of Anthropic's Claude AI platform and AWS's public sector partner organization. Key responsibilities include developing and executing GTM strategy for public sector and nonprofit partnerships through AWS, including co-selling motions, joint business plans, and segment-specific plays across federal, state and local, education, and nonprofit sectors. You will own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business.
You will design the commercial mechanics that make the partner motion work, including deal registration, marketplace program structure, procurement and contract vehicle alignment, and incentives. You will build and maintain executive-level relationships across AWS's public sector partner organization and across partner AWS practice leadership. Working with partners, you will develop repeatable, mission-specific solutions built on Claude and help them build delivery capability to take those solutions to public sector and nonprofit customers.
You will partner cross-functionally with Anthropic's alliances, public sector sales, partner marketing, policy, and regional cloud teams. You will create and implement scalable processes for partnership operations, including escalation management, business reviews, and reporting. You will provide strategic market intelligence and competitive insights on the public sector and nonprofit partner ecosystem to inform product and commercial strategy, and identify where to concentrate investment across the partner portfolio.
This role reports directly to the Head of AWS GTM Partnerships and works closely with Anthropic's Global Public Sector Leader. The partner ecosystem is early and programs are still being designed; you will operate across three organizations whose incentives don't always align, including work in classified environments where required.
