AWS Partnerships Lead, DACH

Munich, Germany

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 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. 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.

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.

Key responsibilities

• Own the AWS co-sell and GTM motion across the DACH region.

• Build and maintain trusted executive and field-level relationships across AWS partner and sales organizations in the region

• Develop and execute joint business plans, co-selling strategies, and enablement programs tailored to DACH markets

• Drive pipeline creation, pipeline influence, and revenue through AWS, owning forecasting and attainment against regional targets

• Partner cross-functionally with Anthropic's Sales, Partner Marketing, Product Marketing, and global Partnerships teams to align regional execution with global strategy

• Design and run joint customer engagements, marketing moments, and sales plays that accelerate adoption of Anthropic on AWS

• Provide market intelligence and competitive insight back into product and GTM teams to inform how we show up in the region

• Lead regional business reviews with AWS regional leadership and internal stakeholders

Minimum qualifications

• Experience in strategic partnerships, cloud partnerships, or enterprise sales within the enterprise technology sector

• Direct experience partnering with or working inside a hyperscaler (AWS, Google Cloud, or Azure)

• A track record of building cloud partnerships from zero to one — standing up motions without a large local team or pre-existing playbook

• Knowledge of the DACH enterprise landscape and the cloud ecosystem operating across it

• Experience owning pipeline and revenue targets, with commercial acumen around partner and customer economics

• Comfort with ambiguity and a bias toward building

Preferred qualifications

• 7+ years of enterprise technology experience, with meaningful time spent in a blend of SaaS sales and partnerships roles

• Strong familiarity with AWS specifically (versus Google Cloud or Azure)

• Experience at a late-stage growth or early-stage startup, especially one that scaled its EMEA presence from a small base

• Background working with or alongside developer-focused companies (e.g., Snowflake, Databricks, Datadog) and their cloud partnerships

• Exposure to AI/ML or LLMs, either commercially or through personal curiosity

• Management consulting experience earlier in your career

• Working proficiency in English and French; Italian, or Spanish would be a bonus

• Strong ability to navigate complex partner organizations and find the right path to influence senior stakeholders

Deadline to apply: None. Applications will be reviewed on a rolling basis.

Annual Salary: €160.000 - €220.000 EUR

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

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.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

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.

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