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Anthropic is seeking a Head of Partnerships for Japan to build and lead the partner ecosystem as the primary route to Japanese enterprise customers. This is a player-coach role combining strategic leadership with hands-on execution.
You will set partner strategy for Japan, develop a high-performing team, and own partner-sourced and partner-influenced pipeline, revenue, and attach rates. You'll personally lead executive relationships with strategic partners (GSIs, regional SIs, resellers) while coaching your team across the landscape of major Japanese technology partners including NTT DATA, Fujitsu, NEC, Hitachi, and Accenture.
Key responsibilities include:
**Team Leadership**: Hire, develop, and retain a partner team covering GSI, regional SI, and reseller segments. Set clear goals, territories, and accountability for pipeline and revenue outcomes. Establish operating cadence including one-on-ones, pipeline reviews, partner QBRs, and quarterly planning. Coach the team on executive engagement and co-selling in Japanese enterprise accounts.
**Strategy & Program Design**: Define which partner segments and motions Anthropic prioritizes in Japan based on revenue potential and strategic fit. Design the partner coverage model across the landscape. Localize Anthropic's global partner program for Japan including tiers, incentives, enablement, and rules of engagement. Own the annual and quarterly partner business plan.
**Strategic Partnerships**: Own executive relationships with Anthropic's most consequential partners. Negotiate and structure partnership agreements including resale, co-development, and revenue-sharing constructs. Lead creation of joint solutions and industry offerings in manufacturing, financial services, retail, telecommunications, life sciences, and public sector.
**Revenue Ownership**: Carry partner-sourced and partner-influenced pipeline and revenue targets. Run disciplined forecasting with the team and Japan sales leadership. Decide deployment of partner investments for highest return. Build reporting and systems that provide clear visibility to leadership.
**Cross-functional Execution**: Act as single point of accountability for the partner business in Japan. Ensure Japanese partner and customer requirements (language, data residency, security, sovereignty) are understood by global teams. Embed partners into account planning. Resolve channel conflict and maintain ecosystem health.
**Market Presence**: Represent Anthropic at partner forums, industry conferences, and analyst engagements. Be the voice of Japanese partners and customers in global product and go-to-market decisions.
Ideal candidate has built and scaled partner businesses in Japan before, ideally for a US technology company entering or growing in the market. You'll work day-to-day with Japan sales leadership and the in-region Applied AI team while representing Japan within Anthropic's International Partnerships organization.
