Channel Account Manager at Anthropic

On-site - Tokyo, Japan

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Channel Account Manager for Japan at Anthropic. The role involves building and scaling strategic partnerships with system integrators and resellers, driving revenue growth, managing partner lifecycle, developing go-to-market strategies, and collaborating with internal teams across product, sales, and marketing.

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 (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 the 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

AI/ML technologiesCloud servicesEnterprise softwareTechnical training and certification

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