Responsibilities

• 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
• Create and implement scalable processes for partnership operations, including escalation management, business reviews, and reporting
• Provide strategic market intelligence and competitive insights on the 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

Requirements

• 12+ years of enterprise partnerships, alliances, or business development experience, with meaningful time spent on partner ecosystems
• 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, including the commercial mechanics behind it
• Deep understanding of how cloud and partner field organizations operate, 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
• Strong executive presence and demonstrated ability to influence senior stakeholders where you have no formal authority
• 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

• 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

Benefits

• Anthropic is offering competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space to collaborate with colleagues.