Amazon GTM Partnership, Startups

Anthropic•Seattle, WA

3d•Hybrid

About The Position

Anthropic is seeking a candidate to drive our startup partnerships through Amazon/AWS. You'll own this key relationship, generate revenue opportunities, and work with senior leadership across both organizations to accelerate Anthropic's AI adoption for startups through AWS's global ecosystem. In this role, you'll help shape how frontier AI technology is commercialized at scale and develop the blueprint for successful AI-cloud provider partnerships.

Requirements

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

Nice To Haves

8+ years of enterprise sales or business development experience
Prior experience working directly with Amazon/AWS partnership programs
Background in AI/ML technologies or enterprise software
Experience scaling partnerships in emerging or fast-moving technology markets
Track record of building enterprise GTM strategies in a zero-to-one or foundational capacity

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