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.

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.

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.

• 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…