Channel Account Manager, SI & Reseller

About Anthropic

Anthropics 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 Anthropic

Anthropics 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

As a Channel Account Manager for Japan you will be responsible for building managing and scaling strategic partnerships with both System Integrators (SIs) and resellers to accelerate the adoption of our solutions in the Japanese enterprise market. You will work at the intersection of cutting-edge technology and Japans unique business ecosystem helping partners integrate our products into their solution portfolios and joint go-to-market strategies.

As a Channel Account Manager you will focus on growing reseller business in Japan and achieving quarterly revenue targets through new customers and upsells. The position involves direct collaboration with partners and internal teams to overcome obstacles and implement growth strategies. Responsibilities include designing partner recruitment enablement and go-to-market plans using a test-and-learn approach in ambiguous situations. Strong business creation skills are needed to identify joint value propositions and explore co-selling models. While revenue contribution is the key metric building scalable partner engagement and executing joint initiatives are crucial for consistent growth.

This role is critical to establishing and expanding our presence in Japan through the partner ecosystem enabling us to serve Japanese enterprises at scale. You will be instrumental in building our channel strategy from the ground up in one of the worlds most sophisticated technology markets.

Responsibilities:

Strategic Partner Management

• Develop and execute comprehensive business plans with System Integrators (NTT Data Fujitsu NEC Hitachi etc.) and key resellers to drive mutual growth and revenue targets
• Build and maintain executive-level relationships within Japanese partner organizations navigating complex organizational structures and decision-making processes
• Own the full partner lifecycle from initial engagement through long-term strategic alignment including regular business reviews and QBRs
• Plan and deliver partner-facing activities such as training sessions email campaigns webinars and joint events
• Negotiate and structure partnership agreements including technical integration terms resale agreements and revenue-sharing models

Business Development & Revenue Generation

• Build and maintain relationships with reseller and distributor partners to drive new customer acquisition and upsell revenue
• Collaborate with SI partners and resellers to identify qualify and close enterprise opportunities in key verticals (manufacturing financial services retail telecommunications life sciences)
• Drive joint sales activities including customer workshops seminars proof-of-concepts and strategic account planning
• Track pipeline development forecast revenue and report on partnership performance metrics with detailed accuracy
• Manage channel conflict and ensure healthy ecosystem dynamics between direct sales SI partners and resellers

Enablement & Solution Development

• Lead comprehensive enablement programs including technical training certification development and sales methodology alignment
• Work closely with partner practices to develop joint solutions and industry-specific offerings tailored to Japanese market requirements
• Coordinate with global product and engineering teams to ensure Japanese partner requirements and customer feedback influence our roadmap
• Develop and maintain Japanese-language sales tools technical documentation and partner portals
• Facilitate knowledge transfer between Anthropic and Japanese partner technical teams

Go-to-Market Leadership

• Design and execute joint marketing campaigns
• Develop customer success stories and case studies that resonate with Japanese enterprise buyers
• Partner with internal teams to localize global GTM strategies for the Japanese market
• Represent the company at partner events customer engagements and industry conferences (CEATEC Japan IT Week etc.)
• Identify and remove bottlenecks proactively by working with internal teams including Marketing Sales and Legal
• Foster alignment across departments to ensure successful partner execution and performance

You may be a good fit if you have:

• 7 years of experience in channel management strategic alliances or business development within the Japanese technology market
• Proven track record managing relationships with Japanese System Integrators and/or technology resellers
• Deep understanding of Japanese enterprise sales cycles decision-making processes and business etiquette
• Native or business-level Japanese language skills
• Strong understanding of the Japanese IT landscape including cloud adoption trends digital transformation initiatives and regulatory requirements
• Demonstrated ability to navigate complex partner ecosystems and manage channel conflict
• Experience with enterprise software cloud services or AI/ML technologies in the Japanese market
• Exceptional relationship-building skills with ability to establish trust and credibility with executives
• Strong analytical skills with experience in business planning forecasting and performance measurement

Logistics

Education requirements: We require at least a Bachelors degree in a related field or equivalent experience.

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 arent 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.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy so we urge you not to exclude yourself prematurely and to submit an application if youre interested in this work. We think AI systems like the ones were building have enormous social and ethical implications. We think this makes representation even more important and we strive to include a range of diverse perspectives on our team.

How were different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact advancing our long-term goals of steerable trustworthy AI rather than work on smaller and more specific puzzles. We view AI research as an empirical science which has as much in common with physics and biology as with traditional efforts in computer science. Were an extremely collaborative group and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic including: GPT-3 Circuit-Based Interpretability Multimodal Neurons Scaling Laws AI & Compute Concrete Problems in AI Safety and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits optional equity donation matching generous vacation and parental leave flexible working hours and a lovely office space in which to collaborate with colleagues. Guidance on Candidates AI Usage:Learn aboutour policyfor using AI in our application process