Cloud GTM Partnerships Lead

About Anthropic

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.

About the Role:

Anthropic is seeking an exceptional leader to drive our strategic go-to-market partnership with cloud partners. In this pivotal role, you will own and scale our most significant strategic relationships for Anthropic’s acceleration into APJ, responsible for large scale revenue opportunities through our cloud partnerships. You will work closely with senior leadership across both partner organizations to drive joint success, shape strategy, and accelerate the adoption of Anthropic's AI capabilities through our Global Partner ecosystem.

You will build and lead the strategy to maximize our cloud partnerships potential while ensuring our solutions are deployed safely and responsibly. This role offers the unique opportunity to shape how frontier AI technology is commercialized at massive scale. In this role, you will drive exponential growth for Anthropic in APJ through our cloud partnerships while shaping how companies adopt and implement frontier AI technology. You'll be responsible for building programs that will scale across APJ markets and segments, and developing the blueprint for how we and our cloud partners in the region will partner to drive joint success.

Responsibilities:

• Develop and execute comprehensive GTM strategy for our cloud partnerships, including co-selling motions, enablement programs, and joint business plans
• Drive strategic planning and execution of joint marketing and sales initiatives, including major customer engagements
• Build and maintain executive-level relationships across cloud partners
• Own forecasting, pipeline development, and revenue targets for the partnership
• Create and implement scalable processes for partnership operations, including escalation management and reporting
• Provide strategic market intelligence and competitive insights to inform product and business strategy
• Design and execute segment-specific sales plays and enablement programs
• Lead cross-functional efforts with U.S. GTM teams, providing strategic direction and operational excellence for how these teams can partner effectively with APJ cloud partners
• Lead quarterly and annual business reviews with key stakeholders
• Identify and develop strategic opportunities to expand partnership scope and impact

You may be a good fit if you have:

• 10+ years of enterprise technology experience, with at least 7 years in strategic partnerships and/or enterprise sales leadership. Experience leading strategic partnerships for a B2B SaaS Startup strongly preferred. 
• Proven track record of 0-1 building and scaling multi-billion dollar technology partnerships in the APJ region, including cloud providers (e.g. AWS, Google Cloud)
• Deep understanding of enterprise software and cloud services
• Experience leading large, cross-functional teams in complex organizational environments
• Strong executive presence and demonstrated ability to influence senior stakeholders
• Track record of developing and executing successful co-selling strategies
• Excellence in strategic planning, business operations, and program management
• Deep understanding of enterprise sales motions and channel dynamics
• Ability to balance strategic thinking with tactical execution

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process