AWS GTM Partnership Lead, Global System Integrators

The role

You will build the go-to-market motion for systems integrator partnerships selling through AWS. You will develop GTM strategies, manage revenue targets, and design commercial mechanics to turn partner interest into joint pipeline.

What you will do

• Develop and execute the GTM strategy for systems integrator partnerships through AWS
• Own forecasting, pipeline development, and revenue targets
• Design commercial mechanics including deal registration, marketplace program structure, and incentives
• Build and maintain executive-level relationships across AWS and partner leadership
• Work with partners to develop repeatable, industry-specific solutions built on Claude
• Partner cross-functionally with alliances, sales, partner marketing, and regional cloud teams
• Create and implement scalable processes for partnership operations
• Provide strategic market intelligence and competitive insights
• Identify where to concentrate investment across the partner portfolio

Required qualifications

• 12+ years of enterprise partnerships, alliances, or business development experience
• Proven track record of building and scaling partnerships with systems integrators, consultancies, or channel partners
• Experience building a co-sell or channel motion from the ground up
• Deep understanding of how cloud and partner field organizations operate
• 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
• Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Field of study relevant to the role

Nice to have

• Previous experience working with AWS or another hyperscaler partner organization
• Working knowledge of systems integrator operating models
• Background in AI/ML technologies or with developer-focused platforms
• Experience scaling partner programs at a company moving from early traction to significant partner-driven revenue
• Management consulting experience earlier in your career

Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Lovely office space

Before you apply

• We do sponsor visas, but we aren't able to successfully sponsor visas for every role and every candidate

About the company

Anthropic is a public benefit corporation headquartered in San Francisco. Its mission is to create reliable, interpretable, and steerable AI systems.