AWS GTM Partnership Lead, Public Sector & Nonprofits na Anthropic

Presencial - Washington, DC

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Anthropic is seeking a Partnerships Leader to own the tri-party motion for public sector and nonprofit partnerships selling through AWS. The role involves building the go-to-market strategy, designing commercial mechanics, and creating joint plays to convert partner interest into pipeline and closed revenue. The candidate will work closely with AWS's public sector partner organization, partner AWS practice leadership, and internal cross‑functional teams to develop scalable partnership operations and drive revenue growth.

Salary

USD 365,000 - 425,000

Requirements

Skills

  • Active security clearance (TS/SCI)
  • Enterprise partnerships, alliances, or business development experience with public sector or nonprofit customers
  • Proven track record of building and scaling partnerships with public sector-focused systems integrators, resellers, or channel partners
  • Experience building a co-sell or channel motion from the ground up, including commercial mechanics
  • Deep understanding of cloud and partner field organizations in the public sector, procurement processes, contract vehicles, and incentives
  • Track record of carrying and hitting partner-sourced or partner-influenced revenue targets with credible forecasting
  • Demonstrated ability to build credibility with and influence senior stakeholders
  • Excellence in strategic planning, business operations, and program management
  • Ability to balance strategic thinking with tactical execution
  • Experience working with technical products and translating complex capabilities into business value
  • Ability to travel up to 25% of the time
  • Bachelor’s degree or equivalent education, training, and/or experience

Responsibilities

  • Develop and execute the GTM strategy for public sector and nonprofit partnerships through AWS, including co-selling motions, joint business plans, events, and segment-specific plays across federal, state, local, education, and nonprofit
  • 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, procurement and contract vehicle alignment, and incentives
  • Build and maintain executive-level relationships across AWS's public sector partner organization and partner AWS practice leadership
  • Work with partners to develop repeatable, mission-specific solutions built on Claude and help build delivery capability to take those solutions to public sector and nonprofit customers
  • Partner cross-functionally with Anthropic's alliances, public sector sales, partner marketing, policy, and regional cloud teams to keep the motion consistent while regions and segments 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 public sector and nonprofit 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

Technologies

AWSClaudeAWS public sector partner programsProcurement and contract vehicle alignment

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