Amazon GTM Partnership, Startups

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.

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

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

Benefits

• competitive compensation
• optional equity donation matching
• generous vacation
• parental leave
• flexible working hours
• a lovely office space in which to collaborate with colleagues

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