AWS Go-to-Market Partnership Lead

About the role

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 organizations at scale, and AWS is the surface most of that work runs on. You will own the intersection of those two ecosystems.

In this role, you will build the go-to-market motion that turns partner interest into joint pipeline and closed revenue, working across AWS's public sector partner organization and the AWS practices inside the partners that serve government and nonprofit customers. You will define how Claude is positioned inside AWS public sector partner programs, design the commercial mechanics that let partners transact and get rewarded through procurement vehicles and contract structures specific to this segment, and build the joint plays that partners take to their customers.

This is a build role. The partner ecosystem is early, the programs are still being designed, and you will be operating across three organizations whose incentives on any given deal don't always line up. You will help shape how frontier AI technology reaches the public sector and nonprofit community through the partner ecosystem, including in classified environments where required.

You will report directly to the Head of AWS GTM Partnerships and work closely with our Global Public Sector Leader.

Key responsibilities

• 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
• Create and implement scalable processes for partnership operations, including escalation management, business reviews, and reporting
• Provide strategic market intelligence and competitive insights on the public sector and nonprofit partner ecosystem to inform product and commercial strategy
• Identify where to concentrate investment across the partner portfolio and make the case to stop investing where returns are not there

Minimum qualifications

• Active security clearance (TS/SCI required) with ability to discuss capabilities in classified environments
  Enterprise partnerships, alliances, or business development experience, with meaningful time spent on partner ecosystems 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, including the commercial mechanics behind it
• Deep understanding of how cloud and partner field organizations operate in the public sector, including procurement processes, contract vehicles, and the incentives that drive seller and partner behavior
• Track record of carrying and hitting a partner-sourced or partner-influenced revenue number, with credible forecasting behind it
• 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, and a willingness to concentrate effort rather than spread thin
• Experience working with technical products and translating complex capabilities into business value
• Ability to travel up to 25% of the time

Preferred qualifications

• 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, 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

Annual Salary: 365000 - 425000 USD