Cloud Partner Enablement Lead

About the company

the company’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

the company is looking for a Partner Enablement leader to own how we enable our cloud partner ecosystem. Claude reaches a significant share of enterprise customers through AWS, Google Cloud, and Microsoft Azure, and the sellers, solution architects, and delivery teams inside those organizations are often the first people a customer talks to about deploying frontier AI. This role makes sure they are ready.

You will translate the company's product and go-to-market strategy into repeatable programs that help cloud partner field teams find, qualify, and win Claude opportunities, and then deliver them well. That means building the enablement infrastructure end to end: onboarding, launch readiness, sales and technical training, certification pathways, co-sell playbooks, and the metrics that tell us whether any of it is working.

The job runs in both directions, and internal enablement is a sizable portion of it. Just as important as readying partner field teams is making sure the company's own GTM organization knows how to work with the hyperscalers: which partnerships we have and what each one actually covers, how co-sell and marketplace mechanics differ across the three providers, when to pull a partner into a deal, and the offering nuances that determine what we can and cannot do through each channel.

This is a build role as much as a run role. Cloud partner enablement at the company is early, so you will be designing the operating model at the same time as you are shipping against a fast launch cadence. You will work closely with Partnerships, Applied AI, Product Marketing, Sales, and each hyperscaler's own partner and enablement organizations.

Responsibilities

You will own the cloud partner enablement strategy across AWS, Google Cloud, and Microsoft Azure, defining what "ready" means for each partner motion and building the programs that get partner field teams there. That starts with the co-sell motion: you will build the playbooks that let partner sellers carry Claude into enterprise deals alongside our own team, and you will make sure those assets map to how each hyperscaler's marketplace and co-sell mechanics actually work.

You will design and run scalable enablement programs rather than one-off training. That includes onboarding paths for new cloud partner teams, role-based learning journeys for sellers and a repeatable launch readiness motion so partner teams are current on every new model and capability we ship.

This work runs in both directions. You will also enable the company's own GTM team, making sure sellers and partner-facing staff know which cloud partnerships we have and what each one covers, how co-sell and marketplace mechanics differ across the three providers, when to bring a partner into a deal, and the offering nuances that shape what we can do through each channel. Keeping the field current as those agreements and offerings change is a standing part of the job.

You will build the content and the systems behind it, curating what lives in our partner portal and learning platforms, establishing review and refresh governance so nothing goes stale, and creating enablement assets that hold up in front of technical and commercial audiences alike. You will also partner directly with the enablement and partner development teams inside each cloud provider to land the company content inside their channels, which is how this work reaches scale.

Finally, you will instrument the program. You will define the metrics that connect enablement activity to partner-sourced pipeline, certification attainment, and deal velocity.

You may be a good fit if you have

• Deep partner ecosystem knowledge, including a working understanding of how cloud co-sell motions operate in practice, from opportunity registration and marketplace transactions through to joint delivery

• Direct experience with one or more of AWS, Google Cloud, or Microsoft Azure, either from inside those organizations or from a partner or ISV working closely alongside them

• A proven track record building and maintaining enablement programs that scale, ideally from the ground up, with the certification frameworks, learning paths, and program operations to support them

• Experience enabling internal field teams, not just partners, on how to work with and through a partner ecosystem

• Strong go-to-market understanding and familiarity with enterprise sales cycles, enough to build content that sellers actually use and to speak credibly with field teams about pipeline and deal progression

• Excellent program management skills and the ability to run several concurrent workstreams against a fast launch cadence without losing track of quality

• Strong executive presence and the ability to influence stakeholders you do not manage, across both the company and large partner organizations

• Exceptional communication skills, including the ability to translate complex technical concepts for mixed commercial and technical audiences

• Comfort operating in ambiguity, and a preference for building durable systems over shipping one-off deliverables

Strong candidates may also have

• A background in enablement or product marketing

• Experience launching technical products or platform capabilities through a channel or partner ecosystem

• Familiarity with LMS and partner portal platforms, and with certification delivery at scale

• Hands-on familiarity with LLM and AI developer tooling, or a demonstrated ability to get technical quickly in a new domain

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:

$270,000—$310,000 USD

LogisticsMinimum 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.

Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresent

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