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 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.
Key Responsibilities:
- Develop and execute the GTM strategy for systems integrator 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 partner organization and partner AWS practice leadership
- Work with partners to develop repeatable, industry-specific solutions built on Claude
- Partner cross-functionally with Anthropic's alliances, sales, partner marketing, and regional cloud teams
- Create and implement scalable processes for partnership operations
- Provide strategic market intelligence and competitive insights on the partner ecosystem
- Identify where to concentrate investment across the partner portfolio
Minimum Qualifications:
- 12+ years of enterprise partnerships, alliances, or business development experience
- Proven track record of building and scaling partnerships with systems integrators
- Experience building a co-sell or channel motion from the ground up
- Deep understanding of cloud and partner field organizations
- Track record of carrying and hitting a partner-sourced or partner-influenced revenue number
- Strong executive presence and ability to 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:
- Previous experience working with AWS or another hyperscaler partner organization
- Working knowledge of systems integrator operating models
- Background in AI/ML technologies or developer-focused platforms
- Experience scaling partner programs
- Management consulting experience
Logistics:
- Annual Salary: $365,000-$425,000 USD
- Minimum education: Bachelor’s degree or equivalent
- Location-based hybrid policy: Offices at least 25% of the time
