AWS GTM Partnership Lead, Global System Integrators

About the role

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. 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 partner organization and the AWS practices inside the world's largest integrators. You will define how Claude is positioned inside AWS partner programs, design the commercial mechanics that let partners transact and get rewarded, 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 enterprise through the services ecosystem.

You will report directly to the Head of AWS GTM Partnerships.

Key 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

Minimum qualifications

• 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 qualifications

• 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