Amazon GTM Partnership, Startups at Anthropic

Hybrid - San Francisco, CA, United States

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Anthropic is seeking a candidate to drive our startup partnerships through Amazon/AWS. The role involves owning the key relationship, generating revenue opportunities, and collaborating with senior leadership across both organizations to accelerate Anthropic’s AI adoption for startups via AWS’s global ecosystem. The successful candidate will shape how frontier AI technology is commercialized at scale, develop a blueprint for successful AI‑cloud provider partnerships, and contribute to strategic planning, joint marketing, and sales initiatives.

Salary

USD 265,000 - 365,000

Requirements

Skills

  • Experience in enterprise sales, business development, or strategic partnerships, with a focus on the startup ecosystem
  • Demonstrated ability to build and execute co-selling or joint GTM strategies with a major cloud or technology partner
  • Track record of building and maintaining executive-level relationships and influencing senior stakeholders
  • Strong command of strategic planning, business operations, and program management
  • Ability to translate complex technical capabilities into clear business value for a range of audiences
  • Comfort balancing long-term strategic thinking with near-term tactical execution
  • 25% travel is required

Responsibilities

  • 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
  • Build and own forecasting, pipeline development, and revenue targets for the partnership
  • Cultivate and maintain executive-level relationships across the AWS organization
  • Drive strategic planning and execution of joint marketing and sales initiatives
  • Design and implement scalable processes for partnership operations, including escalation management and performance reporting
  • Provide market intelligence and competitive insights to inform product and business strategy
  • Develop and execute segment-specific sales plays and enablement programs for startup audiences
  • Participate in annual business reviews with key stakeholders across both organizations
  • Identify and develop opportunities to expand the scope and impact of the partnership over time

Technologies

Amazon Web Services (AWS)AIMachine Learning (ML)Enterprise software

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