Channel Account Manager, SI & Reseller

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.

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.

Strategic Partner Management

Business Development & Revenue Generation

Enablement & Solution Development

Go-to-Market Leadership

• 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
• 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
• 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
• 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

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 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 you're interested in this work. We think AI systems like the ones we're 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.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

How we're 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. We're 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.