Amazon GTM Partnerships, Enterprise

About the role

Anthropic is seeking a candidate to drive our strategic Amazon/AWS partnership. You'll own this partnership end-to-end — building executive relationships across both organizations, developing joint go-to-market strategy, and generating large-scale revenue opportunities through AWS's ecosystem.

In this role, you'll help shape how frontier AI technology is commercialized at scale, and you'll build the playbook for what a successful AI-cloud provider partnership looks like at Anthropic.

Key responsibilities

• Develop and execute go-to-market strategy for our AWS partnership, including co-selling motions, enablement programs, and joint business plans
• Build pipeline forecasting and track progress against shared revenue targets
• Build and maintain executive-level relationships across the AWS organization
• Drive strategic planning and execution of joint marketing and sales initiatives
• Design scalable processes for partnership operations, including escalation management and reporting
• Design and execute segment-specific sales plays and enablement programs
• Represent Anthropic in joint business reviews with key stakeholders
• Provide market intelligence and competitive insights to inform product and business strategy
• Identify and develop opportunities to expand the scope and impact of the partnership

Minimum qualifications

• Demonstrated experience building and scaling co-sell or joint go-to-market motions with a major cloud provider or technology platform partner
• Experience building partnership forecasting, pipeline tracking, and reporting processes (e.g., in Salesforce or a comparable CRM)
• Experience negotiating and structuring joint business plans with external partners
• Experience translating technical product capabilities into business value for enterprise or partner audiences
• Ability to travel up to 25% of the time

Preferred qualifications

• 8+ years of experience in enterprise sales, business development, or partnerships
• Previous experience working directly with Amazon/AWS partner or alliance teams
• Background in AI/ML technologies or enterprise software
• Experience scaling partnerships in emerging technology markets
• Track record of building enterprise GTM strategies from the ground up
• Demonstrated ability to build trust and influence with senior stakeholders across organizations