AWS GTM Partnership Lead, Public Sector & Nonprofits

Washington, DC · full time · Senior

$365,000 – $425,000

Listed on Menlo Ventures Portfolio’s own careers site. You apply with them directly — we never stand between you and the employer.

What this role is

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. The full posting is on their site.

Skills this role names

Amazon Web Services (AWS)

What they ask for

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