AWS GTM Partnership Lead, Startups

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.</p></div><h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">About the role</h2> <p class="font-claude-response-body break-words whitespace-normal leading-[1.7]">Anthropic is seeking a candidate to drive our startup partnerships through Amazon/AWS. You'll own this key relationship, generate revenue opportunities, and work with senior leadership across both organizations to accelerate Anthropic's AI adoption for startups through AWS's global ecosystem.</p> <p class="font-claude-response-body break-words whitespace-normal leading-[1.7]">In this role, you'll help shape how frontier AI technology is commercialized at scale and develop the blueprint for successful AI-cloud provider partnerships.</p> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Key responsibilities</h2> <ul class="[li_&amp;]:mb-0 [li_&amp;]:mt-1 [li_&amp;]:gap-1 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="font-claude-response-body whitespace-normal break-words pl-2">Develop and execute a GTM strategy for Anthropic's startup ecosystem initiatives through the Amazon/AWS partnership, including co-selling motions, enablement programs, and joint business plans</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Build and own forecasting, pipeline development, and revenue targets for the partnership</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Cultivate and maintain executive-level relationships across the AWS organization</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Drive strategic planning and execution of joint marketing and sales initiatives</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Design and implement scalable processes for partnership operations, including escalation management and performance reporting</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Provide market intelligence and competitive insights to inform product and business strategy</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Develop and execute segment-specific sales plays and enablement programs for startup audiences</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Participate in annual business reviews with key stakeholders across both organizations</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Identify and develop opportunities to expand the scope and impact of the partnership over time</li> </ul> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Minimum qualifications</h2> <ul class="[li_&amp;]:mb-0 [li_&amp;]:mt-1 [li_&amp;]:gap-1 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience in enterprise sales, business development, or strategic partnerships, with a focus on the startup ecosystem</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Demonstrated ability to build and execute co-selling or joint GTM strategies with a major cloud or technology partner</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Track record of building and maintaining executive-level relationships and influencing senior stakeholders</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Strong command of strategic planning, business operations, and program management</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Ability to translate complex technical capabilities into clear business value for a range of audiences</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Comfort balancing long-term strategic thinking with near-term tactical execution</li> <li class="font-claude-response-body whitespac