AWS GTM Partnership Lead, Global System Integrators (AI)

Location: San Francisco, CA; New York City, NY; or Seattle, WA. Hybrid policy: staff are expected to work from one of the offices at least 25% of the time; some roles may require more office time. Travel up to 25% of the time.

Annual OTE compensation: $365,000–$425,000 USD, including target sales commissions or bonuses and annual base salary.

Company

Anthropic builds reliable, interpretable, and steerable AI systems intended to be safe and beneficial for users and society.

What you will do

• Develop and execute the go-to-market strategy for systems integrator partnerships through AWS, including co-selling motions, joint business plans, events, and segment-specific plays.
• Own forecasting, pipeline development, and partner-sourced or partner-influenced revenue targets.
• Design partner commercial mechanics, including deal registration, marketplace program structure, and incentives.
• Build executive relationships across AWS’s partner organization and systems integrator AWS practices.
• Develop repeatable industry-specific solutions built on Claude and help partners establish delivery capabilities.
• Coordinate with alliances, sales, partner marketing, regional cloud teams, and partnership operations on processes, reporting, market intelligence, and investment decisions.

Requirements

• 12+ years of experience in enterprise partnerships, alliances, or business development, including meaningful experience with partner ecosystems.
• Proven experience building and scaling partnerships with systems integrators, consultancies, or channel partners.
• Experience building a co-sell or channel motion from the ground up, including its commercial mechanics.
• Deep understanding of cloud and partner field organizations and the incentives influencing sellers and partners.
• Track record of carrying and achieving partner-sourced or partner-influenced revenue targets with credible forecasting.
• Strong executive presence and ability to influence senior stakeholders without formal authority.
• Expertise in strategic planning, business operations, and program management.
• Ability to balance strategic thinking with tactical execution and concentrate effort effectively.
• Experience working with technical products and translating complex capabilities into business value.
• Bachelor’s degree or equivalent combination of education, training, and experience; relevant field of study demonstrated through coursework, training, or professional experience.

Nice to have

• Previous experience with AWS or another hyperscaler partner organization.
• Working knowledge of systems integrator operating models, including practice structures, delivery economics, and services revenue drivers.
• Background in AI/ML technologies or developer-focused platforms and their partner ecosystems.
• Experience scaling partner programs at a company progressing from early traction to significant partner-driven revenue.
• Earlier-career management consulting experience.

Culture & Benefits

• Collaborative environment focused on trustworthy, steerable AI and high-impact research.
• Competitive compensation, flexible working hours, generous vacation and parental leave, and office collaboration spaces.
• Optional equity donation matching.
• Visa sponsorship may be available; reasonable efforts and immigration lawyer support are provided for offers, subject to role and candidate eligibility.
• Inclusive hiring approach encouraging applications from candidates who do not meet every qualification.