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Anthropic is seeking a Channel Account Manager for the Japan market to build and scale a reseller and distributor partner program for Claude, the company's AI assistant product. This is a ground-up channel-building role in one of the world's most sophisticated technology markets.
You will own the full reseller partner lifecycle: recruiting and onboarding partners aligned with Anthropic's Japan go-to-market strategy, developing joint business plans with revenue targets and enablement milestones, and maintaining executive relationships within partner organizations. You will negotiate reseller and distribution agreements, structure commercial terms and margin models, and manage deal registration processes.
Revenue generation is central to the role. You will drive new customer acquisition and upsell revenue through reseller partners, achieve quarterly channel revenue targets, and work with partner sales teams to identify and close enterprise opportunities in key verticals including manufacturing, financial services, retail, telecommunications, and life sciences. You will support joint sales activities such as customer workshops, proof-of-concepts, and account planning. You will track partner-sourced pipeline, forecast channel revenue, and report on partner performance metrics with accuracy. You will also manage channel conflict and maintain healthy dynamics between direct sales and reseller partners.
Enablement is a core responsibility. You will lead reseller enablement programs covering product knowledge, sales methodology, positioning, and objection handling. You will develop and maintain Japanese-language sales tools, pricing guidance, and partner-facing documentation. You will run partner-facing activities including training sessions, webinars, email campaigns, and joint events. You will coordinate with global product, pricing, and partner teams to ensure Japanese reseller requirements and customer feedback inform program design and roadmap discussions.
Go-to-market execution includes designing and executing joint marketing and demand generation campaigns with reseller partners, developing customer success stories and case studies that resonate with Japanese enterprise buyers, localizing global channel programs and GTM strategies for Japan, and representing the company at partner events, customer engagements, and industry conferences. You will proactively identify and remove bottlenecks by working with internal teams including Marketing, Sales, Legal, and Finance.
You should have 7+ years of experience in channel management, reseller partnerships, or business development within the Japanese technology market, with a proven track record recruiting and managing Japanese reseller and distributor partners and driving revenue through them.
