What they'll do:
- The goal is to get new partners to the point where they are productive and progressing, then hand them off to a partner manager (PM).
- Act as the human in the loop for a large number of partners: webinars, initial outreach, and companies handed over by a manager.
- Provide focused coverage of an onboarding portfolio, graduating partners out of it to a PM.
- Help think through the program itself and make onboarding scalable for new and upcoming partners.
- Help define the 5 things a partner needs to be successful.
Candidate profile:
- 2–5 years of direct partnership experience.
- High-volume outreach background, such as BDR.
- Comfortable with Salesforce.
- Tools and access: Standard tools, plus access to Salesforce, Euler, and internal tools like Frittata.
Submittal requirement: Pre-screen / assessment: Assessment questions below. Please send with the resume.
- Experience in a partner manager context
- Experience with services or IC (individual contributor) partners
- Other experience of success, including onboarding specialists graduating partners on to the next stage
- Focused coverage
- What does success look like when a partner graduates out of your portfolio?
Job description:
About the role
The Claude Partner Network helps consulting firms, systems integrators and other services partners build practices around Claude. Hundreds of firms are joining and moving up its tiers, and most of them aren't yet at the stage where they get a dedicated partner manager. We're hiring a Partner Onboarding Specialist to give those firms a clear, consistent start and help the most promising ones move faster.
You'll be the first person many partners talk to. You'll explain how the program works, run a repeatable getting-started process with new partners, and host monthly webinars for partners who have just joined and for those who have just reached the Select tier. For a small set of high-potential partners, you'll be the person who answers when the documentation and automated support aren't enough, until a partner manager takes them on.
This role suits someone who likes running a process well at volume. You'll work from an established playbook, use AI tools to keep up with many partners at once, and tell us where the playbook and the documentation fall short.
Key responsibilities
- Explain the program to new and prospective partners. Run 15 to 20 partner onboarding calls a week with firms referred by our sales and partner teams. Walk them through tiers, requirements, benefits and how to move up, and route anything you can't answer to the right team.
- Host two monthly webinars. One welcomes partners who have just joined the program. The other covers next steps for partners newly promoted to Select, such as certifying more people, registering customer deployments, qualifying for delivery work and funding, and building their first offerings. Keep both current as program rules change.
- Run the standard getting-started playbook with new partners. Deliver the onboarding sessions, work through each partner's setup checklist, share the templates they need, and track every partner's progress so none stall without someone noticing.
- Be the human contact for new high-potential partners. For partners flagged by our partner managers, step in between the self-serve documentation, partner portal and AI-assisted support, and a dedicated partner manager. Answer what automation can't, escalate what needs a decision, and hand each partner over with clear notes when they reach full coverage.
- Report on the funnel. Track how many partners you've onboarded, where they stall and how quickly they progress, and bring the patterns to the program team.
- Improve the materials. Flag gaps in the documentation, playbook and webinar content, and draft fixes.
How success is measured
Leading indicator: the number of partner engagements you run.
Lagging indicator: the average time from a partner signing its program agreement to reaching the Certified or Select tier.
Minimum qualifications
- Experience onboarding, enabling or supporting external business customers or partners, for example in partner enablement, customer onboarding or customer success at a B2B software company
- Experience presenting to external audiences, including running recurring webinars or group training sessions
- Experience working many accounts at once through a repeatable process, while keeping careful records of where each one stands
- Clear, friendly writing for external audiences: emails, FAQs and short how-to guides that need little editing
- Regular use of CRM or portal data, such as Salesforce, as part of your job
- Daily use of AI tools such as Claude to do your own work faster
Preferred qualifications
- Experience in a partner, channel or alliances program at a technology company, especially one with tiers and published requirements
- Experience with services partners (systems integrators, consultancies) from either side
- Familiarity with Claude, including Claude Code or Claude Enterprise
- Experience building simple automations, trackers or AI workflows that save a team time
Representative projects
- Take over the getting-started playbook and run it with your first cohort of new partners
- Launch both monthly webinars, and refresh the Select session after each promotion cycle
- Build a tracker that shows every partner you're working with, their stage and their next step
- Write up the questions automated support can't answer, so the documentation can cover them