# AWS GTM Partnership Lead, Public Sector & Nonprofits

**Company:** [Anthropic](https://hotfix.jobs/companies/anthropic)
**Location:** Washington, DC
**Role:** Partnerships
**Salary:** $365k – $425k/yr
**Experience:** 12+ years
**Skills:** AWS, Go-to-Market Strategy, Enterprise Partnerships, Channel Partnerships, Co-Selling, Deal Registration, Aws Marketplace, Procurement, Contract Vehicles, Revenue Forecasting, FedRAMP, Stateramp, AI/ML
**Posted:** 2026-09-03

> Leads Anthropic’s AWS-based partnership strategy for public sector and nonprofit ecosystems, owning co-selling, commercial mechanics, pipeline, and partner revenue. Requires TS/SCI clearance and deep experience scaling enterprise channel partnerships, preferably with AWS or another hyperscaler.

## Job Description

## Responsibilities
- Develop and execute the go-to-market strategy for public sector and nonprofit partnerships through AWS, including co-selling motions, joint business plans, events, and segment-specific plays across federal, state and local government, education, and nonprofit organizations.
- Own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business.
- Design commercial mechanics including deal registration, marketplace program structure, procurement and contract vehicle alignment, and incentives.
- Build and maintain executive relationships across AWS’s public sector partner organization and partner AWS practice leadership.
- Develop repeatable, mission-specific solutions built on Claude and help partners build delivery capabilities for public sector and nonprofit customers.
- Partner with alliances, public sector sales, partner marketing, policy, and regional cloud teams.
- Create scalable partnership operations processes, including escalation management, business reviews, and reporting.
- Provide market intelligence and competitive insights on the public sector and nonprofit partner ecosystem.
- Identify investment priorities across the partner portfolio and recommend where to discontinue investment.

## Requirements
- Active TS/SCI security clearance with the ability to discuss capabilities in classified environments.
- Enterprise partnerships, alliances, or business development experience serving public sector or nonprofit customers.
- Experience 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 its commercial mechanics.
- Deep understanding of cloud and partner field organizations in the public sector, including procurement processes, contract vehicles, and seller and partner incentives.
- Track record of meeting partner-sourced or partner-influenced revenue targets with credible forecasting.
- Ability to build credibility with and influence senior stakeholders.
- Strength in strategic planning, business operations, and program management.
- Ability to balance strategic thinking with tactical execution.
- Experience with technical products and translating complex capabilities into business value.
- Ability to travel up to 25%.
- Bachelor’s degree or equivalent combination of education, training, and experience in a relevant field.

## Nice-to-haves
- 12+ years of enterprise partnerships, alliances, or business development experience.
- Experience with AWS or another hyperscaler’s public sector partner organization.
- Knowledge of public sector partner operating models, practice structures, delivery economics, and services and contract revenue dynamics.
- Familiarity with FedRAMP, IL levels, and StateRAMP.
- Experience with nonprofit, higher education, or philanthropic organizations and their technology funding dynamics.
- Background in AI/ML technologies or developer-focused platforms and partner ecosystems.
- Experience scaling partner programs from early traction to significant partner-driven revenue.
- Management consulting or federal program management experience.

## Compensation
- Annual on-target earnings compensation range: **$365,000–$425,000 USD**.

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