Channel Account Manager, SI & Reseller

About Anthropic

Anthropic'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.

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 Japan's 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 world's 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