Channel Account Manager, SI & Reseller

Job Application for Channel Account Manager, SI & Reseller at Anthropic

Channel Account Manager, SI & Reseller Tokyo, Japan

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

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

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 aren't 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…