Channel Account Manager at Anthropic

On-site - Tokyo, Japan

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The Channel Account Manager role at Anthropic in Tokyo focuses on building and scaling strategic partnerships with System Integrators and resellers across Japan. The position involves designing partner recruitment, enablement, and go‑to‑market plans, driving revenue through new customer acquisition and upsells, and collaborating closely with internal teams to develop joint solutions and marketing initiatives. Candidates should have extensive experience in channel management, strong business acumen, and fluency in Japanese and English.

Requirements

Skills

  • 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 or similar
  • Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette
  • Native or business-level Japanese and English 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

Responsibilities

  • Develop and execute comprehensive business plans with System Integrators and key resellers to drive mutual growth and revenue targets
  • Build and maintain executive-level relationships within Japanese partner organizations
  • 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
  • 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

Technologies

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