The opportunity
Anthropic is seeking a partnerships leader to own the tri-party motion for systems integrator partnerships selling through AWS. Global systems integrators and specialist SIs are how Claude reaches enterprise customers at scale, and AWS is the surface most of that work runs on.
What you'll do
Develop and execute the GTM strategy for our systems integrator partnerships: through AWS, including co-selling motions, joint business plans, events and segment-specific plays
Own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business
Design the commercial mechanics that make the partner motion work, including: deal registration, marketplace program structure, and incentives
Build and maintain executive-level relationships across AWS's partner: organization and across partner AWS practice leadership
Work with partners to develop repeatable, industry-specific solutions built: on Claude, and help them build the delivery capability to take those solutions to market
Partner cross-functionally with Anthropic's alliances, sales, partner: marketing, and regional cloud teams to keep the motion consistent globally while regions execute locally
What they're looking for
- Previous experience working with AWS or another hyperscaler partner organization
- Working knowledge of systems integrator operating models, including practice: structures, delivery economics, and how services revenue drives partner decisions
- Background in AI/ML technologies or with developer-focused platforms and their partner ecosystems
- Experience scaling partner programs at a company moving from early traction: to significant partner-driven revenue
- Management consulting experience earlier in your career
