AWS GTM Partnership Lead, Global System Integrators

ABOUT THE ROLE Anthropic is at the forefront of building reliable, interpretable, and steerable AI systems that benefit users and society. As the AWS GTM Partnership Lead for Global System Integrators, you will be the architect of the tri‑party partnership ecosystem that brings Claude to enterprise customers at scale. You will own the intersection of Anthropic’s AI platform, AWS’s cloud services, and the global network of systems integrators, creating a seamless go‑to‑market motion that turns partner interest into joint pipeline and closed revenue. Your work will shape how frontier AI technology is delivered through the services ecosystem, driving both commercial success and responsible AI adoption. WHAT YOU'LL DO You will design and execute a comprehensive GTM strategy for systems integrator partnerships through AWS, including co‑sell motions, joint business plans, and segment‑specific playbooks. You will own forecasting, pipeline development, and revenue targets for partner‑sourced and partner‑influenced business, ensuring that commercial mechanics such as deal registration, marketplace program structure, and incentive models are aligned with both Anthropic and AWS objectives. You will build and maintain executive‑level relationships across AWS’s partner organization and partner AWS practice leadership, while collaborating with Anthropic’s alliances, sales, partner marketing, and regional cloud teams to keep the motion consistent globally and executable locally. You will develop repeatable, industry‑specific solutions built on Claude, help partners build the delivery capability to take those solutions to market, and create scalable processes for partnership operations, including escalation management, business reviews, and reporting. Finally, you will provide strategic market intelligence and competitive insights on the partner ecosystem to inform product and commercial strategy and identify where to concentrate investment across the partner portfolio. WHAT YOU'LL NEED You bring at least 12 years of enterprise partnership, alliance, or business development experience, with a proven track record of building and scaling partnerships with systems integrators, consultancies, or channel partners. You have deep experience building a co‑sell or channel motion from the ground up, including the commercial mechanics that enable it. Your understanding of cloud and partner field organizations, and the incentives that drive seller and partner behavior, is comprehensive. You have a history of carrying and hitting partner‑sourced or partner‑influenced revenue targets with credible forecasting, and you possess strong executive presence and the ability to influence senior stakeholders without formal authority. You excel in strategic planning, business operations, and program management, and you can balance strategic thinking with tactical execution. You are comfortable translating complex technical capabilities into business value and are willing to travel up to 25% of the time. Preferred experience includes working with AWS or another hyperscaler partner organization, knowledge of systems integrator operating models, and a background in AI/ML technologies or developer‑focused platforms. WHY REMOTE Anth