Channel Account Manager, Reseller (AI)

Location: Tokyo, Japan. Hybrid policy requiring staff to work from one of the company’s offices at least 25% of the time; some roles may require more office time.

Company

Anthropic builds reliable, interpretable, and steerable AI systems designed to be safe and beneficial for users and society.

What you will do

• Recruit, onboard, manage, and scale reseller and distributor partners for the Japanese market.
• Develop joint business plans, revenue targets, pipeline commitments, enablement milestones, and partner performance reviews.
• Drive enterprise customer acquisition and expansion through reseller partners across manufacturing, financial services, retail, telecommunications, and life sciences.
• Negotiate reseller and distribution agreements, including commercial terms, margins, incentives, and deal registration.
• Lead partner enablement through training, webinars, sales tools, pricing guidance, and Japanese-language documentation.
• Localize global channel programs, coordinate joint marketing and demand generation, and represent Anthropic at partner and industry events.

Requirements

• 7+ years of experience in channel management, reseller partnerships, or business development within the Japanese technology market.
• Proven experience recruiting and managing Japanese reseller or distributor partners and generating revenue through them.
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette.
• Native or business-level Japanese language skills required.
• Knowledge of reseller economics, including margin structures, deal registration, and incentive programs.
• Experience selling enterprise software, cloud services, or AI/ML technologies, with strong relationship-building, analytical, forecasting, and performance-measurement skills.

Nice to have

• Experience building a reseller program from an early stage.
• Familiarity with cloud marketplace resale and private offers, such as AWS Marketplace or Google Cloud Marketplace.
• Working knowledge of large language models and the enterprise AI landscape.
• Business-level English for collaboration with teams outside Japan.

Culture & Benefits

• Collaborative environment focused on high-impact AI research and trustworthy AI systems.
• Competitive compensation and benefits, including optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours and office-based collaboration.
• Visa sponsorship may be available, with immigration lawyer support, depending on the role and candidate.