Channel Account Manager, SI & Reseller (AI)

TL;DR

Channel Account Manager, SI & Reseller (AI): Building and scaling strategic partnerships with System Integrators and resellers to accelerate AI solution adoption in the Japanese enterprise market with an accent on joint go-to-market strategies and revenue growth. Focus on navigating the Japanese business ecosystem, designing partner enablement programs, and managing executive-level relationships.

Location: Tokyo, Japan (Hybrid: At least 25% office presence required)

Company

AI safety and research company creating reliable, interpretable, and steerable AI systems.

What you will do

• Develop and execute comprehensive business plans with major System Integrators (NTT Data, Fujitsu, etc.) and key resellers.
• Build and maintain executive-level relationships within Japanese partner organizations to drive mutual growth.
• Drive new customer acquisition and upsell revenue through co-selling models and strategic account planning.
• Lead partner enablement programs, including technical training, certification development, and sales alignment.
• Coordinate with global product and engineering teams to ensure Japanese market requirements influence the roadmap.
• Design and execute joint GTM activities, including marketing campaigns, workshops, and industry events.

Requirements

• 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 technology resellers.
• Native or business-level Japanese language skills.
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette.
• Strong knowledge of the Japanese IT landscape, including cloud adoption and digital transformation trends.
• Bachelor’s degree or an equivalent combination of education and professional experience.

Culture & Benefits

• Competitive compensation and benefits package.
• Optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours.
• Support for visa sponsorship for qualified candidates.
• Collaborative research-driven environment focused on high-impact AI safety.