Partner Marketing Lead, APAC

About the role

We are seeking a Partner Marketing Lead, APAC, reporting to the Global Head of Partner Marketing, to own partner marketing end to end across a region where partners are central to how Claude reaches enterprises. As our founding APAC Partner Marketing leader, you'll set the plan for the region rather than execute one set elsewhere: you'll build the operating model, carry partner pipeline goals, and turn our work with hyperscale cloud providers, global and regional systems integrators, resellers, and technology partners into a regional go-to-market motion that creates pipeline and drives adoption of Claude.

The central challenge is sequencing: ANZ, ASEAN, India, Japan, and Korea differ in their partner ecosystems, buyers, languages, and maturity. In some, local partners are the main route to enterprise customers, and India's systems integrators also deliver for customers worldwide. You'll decide where to invest first, where a global or partner-led program is enough for now, and where to wait.

This role calls for the seniority to lead a regional organization and the willingness to start hands-on with a very small team, defining the regional team plan and then hiring and managing the team as headcount opens. The role covers the whole region, including Japan, where you'll build on an established Partner Marketing presence, so that partners and sales teams experience one connected regional approach.

Key responsibilities

• Set the APAC partner marketing strategy, annual plan, and investment priorities, aligned with global Partner Marketing, the regional Partnerships business plan, and APAC sales leadership
• Decide which markets and partners to prioritize, in what order, and through which motions, and revisit those choices as the business changes
• Represent Partner Marketing with regional and global leadership, and make clear recommendations on tradeoffs
• Build the regional operating model, including planning, intake, approvals, reporting, and how global programs are adapted for local markets
• Define the regional team plan and make the case for where to add capacity
• Hire, manage, and develop the team as headcount opens, and set the standard for partner marketing in the region
• Build a network of regional agencies and vendors to extend the team
• Build joint marketing plans with priority partners, starting with hyperscale cloud providers and their co-sell and marketplace motions, alongside global and regional systems integrators, resellers, and technology partners
• Equip partners to market and sell Claude on their own, with localized campaigns, content, and workshops they can run with their own teams and customers
• Lead the regional partner calendar, including joint campaigns, executive engagements, workshops, partner events, and regional partner summits
• Set pipeline and adoption goals with Partnerships and sales leadership, and take ownership of the results
• Connect partner activity to priority accounts and open opportunities so that partner and direct sales motions reinforce each other
• Build the regional pipeline of partner customer stories and public proof points
• Own the regional partner marketing budget and market development funds, with strong financial discipline and a focus on return
• Maximize partner co-investment and negotiate effectively with vendors
• Define how success is measured, including sourced and influenced pipeline and adoption of Claude, and use results to decide where to invest and what to stop
• Align the regional plan to the International Partnerships business plan, working with its leadership on overall goals and day to day with subregional and country partnerships leaders and partner managers
• Work with APAC sales leaders on account priorities and where partners can help open or advance deals
• Coordinate with APAC Field Marketing so that field and partner programs run from one regional plan
• Work with global Partner Marketing on partners that span regions, such as cloud providers and global systems integrators, as well as Product Marketing, Customer Marketing, Communications, and Marketing Operations, and bring regional partner feedback back into their plans

Minimum qualifications

• 14+ years of B2B enterprise technology marketing, with significant experience in partner or channel marketing
• Experience owning partner or channel marketing strategy for a region or multiple markets, including priorities and investment decisions
• Experience leading marketing programs across multiple Asia-Pacific markets, with strong awareness of how those markets differ
• Experience hiring and managing marketers, or clear leadership experience to build a regional team
• Experience building programs with cloud providers, systems integrators, resellers, or distributors, and an understanding of co-sell and partner-led pipeline
• Track record of contributing to significant pipeline or revenue goals, with strong analytics and attribution skills
• Experience managing substantial marketing budgets, including partner co-funding or market development funds
• Experience building programs and processes from the ground up, and willingness to do hands-on work while the team grows
• Ability to work effectively with sales leaders, partner executives, and senior stakeholders, and to move priorities forward with people you don't manage
• Ability to make thoughtful decisions with incomplete information, and comfort with ambiguity
• Clear written and verbal communication with executive and regional audiences
• Care about the societal impacts of AI and about helping organizations adopt AI responsibly

Preferred qualifications

• Experience building and scaling a partner or channel marketing function in APAC at an enterprise software or cloud company
• Experience leading marketing with cloud providers, systems integrators, and resellers or distributors, including owning the pipeline that came from that work
• Experience managing a regional team across several APAC markets in partner or field marketing
• Experience as the first partner or field marketing leader in a new region
• Experience marketing AI/ML or other complex technical products to enterprises
• Experience marketing with AWS, Microsoft, or Google Cloud in APAC, including co-sell and marketplace motions
• Experience launching or scaling a reseller or partner program
• Established relationships with partners, agencies, or industry organizations in the region
• Fluency in one or more Asia-Pacific languages
• Knowledge of regional regulatory and compliance requirements for marketing
• Experience using Claude or other AI tools to scale marketing work