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Salary: EUR 160,000 - 220,000 / annual
Anthropic is seeking an AWS Partnerships Lead to own and scale the AWS co-sell motion across the DACH region (Germany, Austria, Switzerland). This is a zero-to-one role—the second dedicated AWS GTM hire in EMEA—giving you the opportunity to build the playbook for how Anthropic and AWS go to market together from the ground up.
You will be the primary point of contact for Anthropic to AWS field teams across DACH, responsible for driving joint pipeline development, co-selling into enterprise customers, and shaping how frontier AI technology reaches the market through one of Anthropic's most strategic partnerships. Working with limited local scaffolding, you will define the motion, influence stakeholders on both sides, and transform a nascent partnership into a material revenue engine.
Key responsibilities include owning the AWS co-sell and GTM motion across the region; building and maintaining trusted relationships with AWS partner and sales organizations; developing and executing joint business plans, co-selling strategies, and enablement programs tailored to DACH markets; driving pipeline creation and revenue through AWS with forecasting and attainment accountability; partnering cross-functionally with Anthropic's Sales, Partner Marketing, Product Marketing, and global Partnerships teams; designing and running joint customer engagements and marketing initiatives; providing market intelligence and competitive insights back to product and GTM teams; and leading regional business reviews with AWS leadership and internal stakeholders.
You should have experience in strategic partnerships, cloud partnerships, or enterprise sales within enterprise technology; direct experience partnering with or working inside a hyperscaler (AWS, Google Cloud, or Azure); a track record of building cloud partnerships from zero to one without large local teams or pre-existing playbooks; knowledge of the DACH enterprise landscape and cloud ecosystem; experience owning pipeline and revenue targets with commercial acumen around partner and customer economics; and comfort with ambiguity and a bias toward building.
Preferred qualifications include 7+ years of enterprise technology experience with meaningful time in both SaaS sales and partnerships roles; strong AWS familiarity; experience at late-stage growth or early-stage startups that scaled EMEA presence; background with developer-focused companies and their cloud partnerships; exposure to AI/ML or LLMs; management consulting experience; working proficiency in English and French (Italian or Spanish a bonus); and ability to navigate complex partner organizations and influence senior stakeholders.
