AWS GTM Partnership Lead, Global System Integrators

Anthropic · San Francisco, CA | New York City, NY | Seattle, WA · Sales · listed August 26, 2026

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The shape of it

Seniority

Senior

Where

Hybrid

Stated pay

$365,000 – $425,000 USD

Requirements listed

Length

1,210 words

In the posting’s own words

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.

What it asks for · 10

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

Also a plus

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

What the job covers

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

Tools and skills named

Go to market

Partnerships7×
Go-to-market3×
Forecasting2×
Pipeline generation

Cloud & infra

AWS10×

Models & research

Machine learning

Operations & finance

Program management

Words the posting leans on

partner22×
aws10×
partnerships7×
business6×
ecosystem6×
experience6×
integrator6×
motion6×
build5×
programs5×
revenue5×
aws partner3×
claude3×
commercial mechanics3×
enterprise3×
incentives3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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