Resale Operations Lead

About the role

Resellers are a major route for organizations to buy Claude. Our reseller program runs across two motions: hyperscaler resale, where partners resell Claude through the cloud marketplaces (AWS Bedrock today, Google Cloud Vertex AI and Microsoft Foundry to follow), and direct resale, where partners resell on Anthropic paper through our own quote-to-order and billing systems. Each motion brings its own agreements, systems and cloud counterparts, and the program is expanding across regions at the same time.

As our Resale Operations Lead, you will run resale operations: how resellers get authorized, transact, get reported on, get paid and get supported, across both motions and every live cloud. The resale business team sets the strategy and the commercial framework. You will build and run the processes, playbooks and team that put that framework into practice, and keep them reliable as volume grows. This is an operator and builder role, not a partner manager role. You will be hands-on in the detail of a private offer or a partner quote while you build the team, the vendor coverage and the Claude-powered automation that keep resale operations from growing in line with partner count.

What you'll do

• Lead the resale operations team: set priorities, coach the reseller operations managers, and keep every region on the same playbooks rather than a set of local processes.
• Build the resale runbook and launch kit across AWS, Google Cloud and Microsoft, so that authorizing, onboarding and supporting a reseller works the same way wherever it can, and each new cloud comes online from the kit.
• Run hyperscaler resale operations: marketplace authorizations and private-offer processing with the cloud alliance teams, and operational escalations with AWS, Google Cloud and Microsoft, raised through the cloud alliance teams.
• Stand up direct resale operations: partner quotes in Salesforce CPQ, order forms, booking and provisioning, and commit tracking and true-ups, working with Deal Desk, Commercial Operations, Finance and Tax.
• Operate the program rules as controls that can actually run: deal registration to the published policy, eligibility checks, margin and rebate data, and the unauthorized resale process. Flag early what cannot be operated yet.
• Own the reseller transaction data, so that every reseller transaction traces to an end customer under the attribution rules Partner Strategy and Operations governs, partners are paid accurately and partner-sourced revenue can be measured.
• Scale through vendors and Claude: propose which resale work moves to outsourced teams or to Claude, run the vendor team's resale scope to a stated quality bar, and build automations with human checkpoints where a wrong decision carries risk.
• Run resale on a scorecard: application decision time, registration cycle time, attribution coverage, payout accuracy and launch readiness. Use it to tell the team and leadership what to fix next.

What might make you a good fit

• Channel, reseller, distribution or partner operations experience at a technology company, including managing a small team.
• Hands-on depth in both motions: cloud marketplace resale (authorizations, private offers, deal registration) and direct or contract-based resale (quote-to-order, partner billing).
• A track record of building a resale or channel operations process from an early stage and running it as volume grew.
• Fluency in order-to-cash, including Salesforce CPQ or a comparable tool and the Finance, Deal Desk, Legal and Tax coordination that comes with it.
• Experience managing outsourced or vendor teams: scope, service levels, quality sampling and performance feedback.
• Sound judgment while the program is still moving. You can make the call with incomplete information, hold a control under pressure from sales or a partner, and keep the relationship intact.
• A builder's mindset and clear writing. You use tools like Claude to automate your own work, and you document what you build so a new teammate or vendor lead can run it.

Strong candidates may also have

• Experience on the partner or marketplace side of a hyperscaler, or in operations at a major distributor.
• Experience running partner rebate, margin or incentive operations, or launching a resale program in EMEA or APAC.
• Familiarity with the Claude API, Claude Code or MCP.