Partnerships Lead Southern Europe

Anthropic

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. Responsable des partenariats AWS, Europe du Sud À propos du poste Anthropic recrute un responsable des partenariats AWS pour piloter et développer notre stratégie de co-vente AWS en Europe du Sud. Vous serez l'un des premiers membres de notre équipe GTM AWS EMEA — une opportunité rare de définir le modèle de collaboration commerciale entre Anthropic et AWS dans la région, à partir de zéro. Vous représenterez Anthropic auprès des équipes commerciales d’AWS en Europe du Sud. Vous développerez le pipeline d’opportunités commun, mènerez des actions de co-vente auprès des grands comptes et façonnerez la manière dont la technologie IA de pointe atteint le marché dans le cadre de l’un de nos partenariats les plus stratégiques. Vous évoluerez avec peu de structure locale en place, et c’est précisément l’enjeu. Vous définirez la stratégie, influencerez les parties prenantes des deux organisations et ferez évoluer un partenariat naissant en un véritable moteur de croissance. Il s'agit d'un rôle à fort impact, de création ex nihilo, pour quelqu'un qui s'épanouit dans l'ambiguïté, qui possède une solide expérience des partenariats cloud et qui souhaite contribuer à la commercialisation de l'IA de pointe de manière sûre et responsable. Principales responsabilités : - Prendre en charge les actions de co-vente AWS et la stratégie GTM dans l’Europe du Sud, notamment en France, en Italie, en Espagne et sur les marchés environnants - Établir et entretenir des relations de confiance avec les dirigeants et les équipes de terrain des organisations partenaires et commerciales d'AWS dans la région - Élaborer et exécuter des plans d'affaires conjoints, des stratégies de co-vente et des programmes d'activation adaptés aux marchés du Sud de l'Europe - Développer le pipeline d’opportunités, contribuer à son accélération et générer des revenus via AWS, en assurant les prévisions et l’atteinte des objectifs régionaux - Collaborer étroitement avec les équipes commerciales, marketing partenaires, marketing produits et partenariats internationaux d’Anthropic afin d’aligner l’exécution régionale sur la stratégie globale - Concevez et organisez des engagements clients, des moments marketing et des activités commerciales conjoints afin d'accélérer l'adoption d'Anthropic sur AWS - Fournir des informations sur le marché et une analyse concurrentielle aux équipes produit et GTM afin d'orienter notre positionnement dans la région - Animer des revues d'activité régionales avec la direction régionale d'AWS et les parties prenantes internes Qualifications requises : - Expérience en matière de partenariats stratégiques, de partenariats cloud ou de ventes aux entreprises dans le secteur des technologies d'entreprise - Expérience directe de partenariat ou de travail au sein d'un hyperscaler (AWS, Google Cloud, ou Azure) - Expérience avérée dans la création de partenariats cloud à partir de zéro, en mettant en place des initiatives sans grande équipe locale ni manuel préexistant - Connaissance du paysage des entreprises du Sud de l’Europe et de l’écosystème cloud qui y opère - Expérience dans la gestion d’objectifs de pipieline et de revenus, avec une solide compréhension des dynamiques économiques des partenaires et des clients - Aisance dans les environnements incertains et forte orientation vers l’action et la construction Qualifications souhaitées : - Plus de 7 ans d’expérience en technologies d’entreprise, avec un temps significatif consacré à des postes mêlant ventes SaaS et partenariats - Excellente connaissance d’AWS en particulier (par rapport à Google Cloud ou Azure) - Expérience dans une start-up en phase de croissance avancée ou de démarrage, en particulier une entreprise ayant développé sa présence EMEA depuis une base limitée - Expérience de travail avec des entreprises orientées développeurs (par exemple, Snowflake, Databricks, Datadog) et leurs partenariats cloud - Exposition à l'IA/ML ou aux LLM, que ce soit dans un cadre commercial ou par curiosité personnelle - Expérience en conseil en management au début de votre carrière - Maîtrise de l’anglais et du français ; l’italien ou l’espagnol serait un plus - Forte capacité à naviguer au sein d’organisations partenaires complexes et à identifier les leviers pour influencer les cadres supérieurs AWS Partnerships Lead, Southern Europe About the role Anthropic is hiring an AWS Partnerships Lead to own and scale our AWS co-sell motion across Southern Europe. You will be an early member of our EMEA AWS GTM team, 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 Southern Europe, 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 Southern Europe, including France, Italy, Spain, and surrounding markets - 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 Southern European 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 Southern European 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 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.