Channel Account Manager (AI)

TL;DR

Channel Account Manager (AI): Building and scaling strategic partnerships with System Integrators and resellers to drive AI adoption in the Japanese enterprise market with an accent on joint go-to-market strategies and revenue growth. Focus on navigating complex organizational structures of Japanese SIs, developing joint value propositions, and executing scalable partner enablement programs.

Location: Tokyo, Japan (Hybrid: expect staff to be in office at least 25% of the time)

Company

Anthropic is a public benefit corporation dedicated to creating reliable, interpretable, and steerable AI systems that are safe and beneficial for society.

What you will do

• Develop and execute comprehensive business plans with major Japanese System Integrators (e.g., NTT Data, Fujitsu, NEC, Hitachi) and resellers.
• Build and maintain executive-level relationships and manage the full partner lifecycle, including regular business reviews and QBRs.
• Drive new customer acquisition and upsell revenue by identifying and closing enterprise opportunities in key verticals.
• Lead enablement programs, including technical training, certification development, and sales methodology alignment.
• Collaborate with global product and engineering teams to ensure Japanese market requirements influence the product roadmap.
• Design and execute joint marketing campaigns and localize global GTM strategies for the Japanese market.

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/or technology resellers.
• Native or business-level Japanese and English language skills.
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette.
• Experience with enterprise software, cloud services, or AI/ML technologies in the Japanese market.
• Bachelor’s degree or equivalent combination of education and professional experience.

Culture & Benefits

• Competitive compensation and benefits, including optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours and a collaborative office space.
• Visa sponsorship availability for eligible candidates.
• Culture of high-impact "big science" research and extreme collaboration.