AWS GTM Partnership Lead, Public Sector & Nonprofits

The role

You will own the tri-party motion for public sector and nonprofit partnerships selling through AWS. You will build the go-to-market motion, design commercial mechanics, and develop joint plays to reach government agencies and mission-driven organizations.

What you will do

• Develop and execute the GTM strategy for public sector and nonprofit 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, mission-specific solutions built on Claude
• Partner cross-functionally with alliances, public sector sales, partner marketing, policy, and regional cloud teams
• Create and implement scalable processes for partnership operations
• Provide strategic market intelligence and competitive insights

Required qualifications

• Active security clearance (TS/SCI required)
• Enterprise partnerships, alliances, or business development experience serving public sector or nonprofit customers
• Proven track record of building and scaling partnerships with public sector-focused systems integrators, resellers, 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 in the public sector
• Track record of carrying and hitting a partner-sourced or partner-influenced revenue number
• Demonstrated ability to build credibility with and 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 in a relevant field

Nice to have

• 12+ years of enterprise partnerships, alliances, or business development experience
• Previous experience working with AWS or another hyperscaler's public sector partner organization
• Working knowledge of public sector partner operating models
• Familiarity with government compliance and authorization frameworks (such as FedRAMP, IL levels, and StateRAMP)
• Experience working with nonprofit, higher education, or philanthropic organizations
• 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
• Prior experience in management consulting or federal program management

Benefits

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

Before you apply

• Active security clearance (TS/SCI required) is required
• We do sponsor visas

About the company

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