# AWS GTM Partnership Lead, Public Sector & Nonprofits

Hiring organization: [Menlo Ventures Portfolio](https://career.thegoodapps.co/organizations/menlo-ventures-portfolio)

Canonical page: https://career.thegoodapps.co/jobs/a364f1c2-e70f-47f0-92ae-089deba8bac3

Listed on Menlo Ventures Portfolio's own careers site. Applications go to them directly.

- Employment type: full time
- Seniority: Senior
- Location: Washington, DC
- Salary: 365000 – 425000 USD per year

## Summary

Lead the go-to-market strategy for selling Claude through AWS partners to government agencies, nonprofits, and educational institutions. This role suits someone with deep enterprise partnerships experience in the public sector who can design commercial structures, build relationships across three organizations, and operate in classified environments.

_Our summary, not Menlo Ventures Portfolio's wording._

## Skills named

Amazon Web Services (AWS)

## Required

- Active TS/SCI security clearance
- Enterprise partnerships or business development experience with public sector or nonprofit customer ecosystems
- Proven track record building and scaling partnerships with public sector systems integrators or channel partners
- Experience building co-sell or channel motions from the ground up with commercial mechanics
- Deep understanding of cloud and partner field operations in public sector including procurement and contract vehicles
- Track record carrying and hitting partner-sourced or partner-influenced revenue targets
- Ability to build credibility with and influence senior stakeholders
- Strategic planning, business operations, and program management excellence
- Balance of strategic thinking with tactical execution
- Experience with technical products and translating complex capabilities into business value
- Bachelor's degree or equivalent combination of education, training, and experience

## Nice to have

- 12+ years of enterprise partnerships, alliances, or business development experience
- Prior experience with AWS or another hyperscaler's public sector partner organization
- Knowledge of public sector partner operating models including practice structures and delivery economics
- Familiarity with government compliance frameworks like FedRAMP, IL levels, and StateRAMP
- Experience with nonprofit, higher education, or philanthropic organizations and their funding dynamics
- Background in AI/ML technologies or developer-focused platforms and their ecosystems
- Experience scaling partner programs at companies transitioning to significant partner-driven revenue
- Background in management consulting or federal program management

Apply on Menlo Ventures Portfolio's site: https://job-boards.greenhouse.io/anthropic/jobs/5391227008