AWS Partnerships Lead, DACH

Official role information

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.</p></div><h2><strong>About the role</strong></h2> <p>Anthropic is hiring an AWS Partnerships Lead to own and scale our AWS co-sell motion across the DACH region. This is our second dedicated AWS GTM hire in EMEA, giving you the rare opportunity to build the playbook for how Anthropic and AWS go to market together in the region — from the ground up.&nbsp;You'll be the face of Anthropic to AWS field teams across DACH, driving joint pipeline, co-selling into enterprise customers, and shaping how frontier AI technology reaches the market through one of our most strategic partnerships. You'll work with limited local scaffolding — which is the point. You'll define the motion, influence stakeholders on both sides, and turn a nascent partnership into a material revenue engine.</p> <p>This is a high-impact, zero-to-one role for someone who thrives in ambiguity, has deep cloud partnerships DNA, and wants to help commercialize frontier AI safely and responsibly.</p> <h2>Key responsibilities&nbsp;</h2> <ul> <li>Own the AWS co-sell and GTM motion across the DACH region.</li> <li>Build and maintain trusted executive and field-level relationships across AWS partner and sales organizations in the region</li> <li>Develop and execute joint business plans, co-selling strategies, and enablement programs tailored to DACH markets</li> <li>Drive pipeline creation, pipeline influence, and revenue through AWS, owning forecasting and attainment against regional targets</li> <li>Partner cross-functionally with Anthropic's Sales, Partner Marketing, Product Marketing, and global Partnerships teams to align regional execution with global strategy</li> <li>Design and run joint customer engagements, marketing moments, and sales plays that accelerate adoption of Anthropic on AWS</li> <li>Provide market intelligence and competitive insight back into product and GTM teams to inform how we show up in the region</li> <li>Lead regional business reviews with AWS regional leadership and internal stakeholders</li> </ul> <h2><strong>Minimum qualifications</strong></h2> <ul> <li>Experience in strategic partnerships, cloud partnerships, or enterprise sales within the enterprise technology sector</li> <li>Direct experience partnering with or working inside a hyperscaler (AWS, Google Cloud, or Azure)</li> <li>A track record of building cloud partnerships from zero to one — standing up motions without a large local team or pre-existing playbook</li> <li>Knowledge of the DACH enterprise landscape and the cloud ecosystem operating across it</li> <li>Experience owning pipeline and revenue targets, with commercial acumen around partner and customer economics</li> <li>Comfort with ambiguity and a bias toward building</li> </ul> <h2><strong>Preferred qualifications</strong></h2> <ul> <li>7+ years of enterprise technology experience, with meaningful time spent in a blend of SaaS sales and partnerships roles</li> <li>Strong familiarity with AWS specifically (versus Google Cloud or Azure)</li> <li>Experience at a late-stage growth or early-stage startup, especially one that scaled its EMEA presence from a small base</li> <li>Background working with or alongside developer-focused companies (e.g., Snowflake, Databricks, Datadog) and their cloud partnerships</li> <li>Exposure to AI/ML or LLMs, either commercially or through personal curiosity</li> <li>Management consulting experience earlier in your career</li> <li>Working proficiency in English and French; Italian, or Spanish would be a bonus</li> <li>Strong ability to navigate complex partner organizations and find the right path to influence senior stakeholders</li> </ul> <p><strong>Deadline to apply:&nbsp;</strong>None.…

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