The opportunity
Anthropic is seeking a partnerships leader to own the tri-party motion for public sector and nonprofit partnerships selling through AWS. Public sector and nonprofit-focused partners are how Claude reaches government agencies, educational institutions, and mission-driven…
What you'll do
Develop and execute the GTM strategy for our public sector and nonprofit: partnerships through AWS, including co-selling motions, joint business plans, events, and segment-specific plays across federal, state and local, education, and nonprofit
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, procurement and contract vehicle alignment, and incentives
Build and maintain executive-level relationships across AWS's public sector: partner organization and across partner AWS practice leadership
Work with partners to develop repeatable, mission-specific solutions built on: Claude, and help them build the delivery capability to take those solutions to public sector and nonprofit customers
Partner cross-functionally with Anthropic's alliances, public sector sales,: partner marketing, policy, and regional cloud teams to keep the motion consistent while regions and segments execute locally
What they're looking for
- + 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, including: practice structures, delivery economics, and how services and contract revenue drive partner decisions
- Familiarity with government compliance and authorization frameworks (such as: FedRAMP, IL levels, and StateRAMP) and how they shape partner-led deployments
- Experience working with nonprofit, higher education, or philanthropic: organizations and the funding dynamics that shape their technology 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
- Prior experience in management consulting or federal program management
