Amazon GTM Partnership, Startups

Key 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

Minimum Qualifications

• 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

Preferred Qualifications

• 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

Compensation

Annual OTE: $300,000—$355,000 USD