Amazon GTM Partnership, Startups
Drive Anthropic's startup partnerships via Amazon/AWS, owning GTM strategy, revenue targets, executive relationships, and joint initiatives to accelerate AI adoption in AWS's startup ecosystem. Requires 8+ years in enterprise sales/BD with cloud partner experience.
About the job
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
Skills
Go-to-Market Strategy, Co-Selling, Business Development, Strategic Partnerships, AWS, Sales Forecasting, Pipeline Management, Program Management, AI/ML, Enterprise Software
Similar jobs
Partnerships jobs
Tines
Washington, DC
Leads Tines’ Federal partner business and builds its SLED partner strategy, owning partner-driven pipeline, revenue, and execution across resellers, distributors, integrators, and technology alliances. Requires 10+ years of senior commercial experience, strong Federal ecosystem knowledge, and frequent travel.
Anthropic
San Francisco, CADrives Anthropic’s strategic AWS partnership through co-selling, joint go-to-market strategy, executive relationship management, pipeline forecasting, and enterprise revenue growth. The role requires partnership or enterprise sales experience, with AWS, AI/ML, and emerging-technology experience preferred.
Anthropic
San Francisco, CAOwns portfolio of systems integrator partners like Accenture and Deloitte, driving partner-sourced revenue through relationship building, joint GTM plans, and co-selling with direct sales. Requires 7+ years in partner/channel sales with proven revenue track record in high-growth tech environments.
OpenAI
San Francisco, CA
Owns joint go-to-market and co-marketing programs with Google Cloud and Oracle, spanning campaigns, events, customer proof, enablement, and demand generation. The role requires 7+ years in partner or enterprise marketing, strong cross-functional influence, and experience measuring business outcomes.
OpenAI
San Francisco, CALeads OpenAI’s independent software vendor partnership strategy, portfolio, negotiations, and scalable co-build, co-sell, and co-market motions. Requires 12+ years in technology partnerships, business development, platform ecosystems, or enterprise software, plus strong commercial judgment and technical fluency.