AWS GTM Partnership Lead, Global System Integrators (AI)

Location: San Francisco, CA; New York City, NY; or Seattle, WA. Hybrid policy requires staff to work from one of the offices at least 25% of the time.

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

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 deal registration, marketplace programs, incentives, and other commercial mechanics for the partner motion.
• Build executive relationships across AWS partner organizations and the AWS practices of global systems integrators.
• Help partners create repeatable, industry-specific solutions built on Claude and develop the delivery capabilities to take them to market.
• Establish scalable partnership operations, including business reviews, escalation management, reporting, market intelligence, and investment prioritization.

Requirements

• 12+ years of experience in enterprise partnerships, alliances, or business development, including significant partner ecosystem experience.
• Demonstrated success building and scaling partnerships with systems integrators, consultancies, or channel partners.
• Experience creating a co-sell or channel motion from the ground up, including its commercial mechanics.
• Deep understanding of cloud and partner field organizations, seller incentives, forecasting, and partner-influenced revenue.
• Strong executive presence, strategic planning, business operations, program management, and ability to influence without formal authority.
• Bachelor’s degree or equivalent education, training, or experience; willingness to travel up to 25%.

Nice to have

• Experience with AWS or another hyperscaler partner organization.
• Knowledge of systems integrator operating models, practice structures, delivery economics, and services revenue dynamics.
• Background in AI/ML technologies or developer-focused platforms and their partner ecosystems.
• Experience scaling partner programs from early traction to significant partner-driven revenue.
• Earlier management consulting experience.

Culture & Benefits

• Collaborative environment focused on a small number of high-impact AI research efforts.
• Flexible working hours and an office environment designed for collaboration.
• Competitive compensation, optional equity donation matching, generous vacation, and parental leave.
• Visa sponsorship is available, with reasonable efforts and immigration-lawyer support made for candidates who receive an offer.