About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

As a Partner Account Manager for Japan, you will be responsible for building, managing, and scaling strategic partnerships with both System Integrators (SIs) and resellers to accelerate the adoption of our solutions in the Japanese enterprise market. You will work at the intersection of cutting-edge technology and Japan's unique business ecosystem, helping partners integrate our products into their solution portfolios and joint go-to-market strategies.

As a Partner Account Manager, you will focus on growing reseller business in Japan and achieving quarterly revenue targets through new customers and upsells. The position involves direct collaboration with partners and internal teams to overcome obstacles and implement growth strategies. Responsibilities include designing partner recruitment, enablement, and go-to-market plans, using a test-and-learn approach in ambiguous situations. Strong business creation skills are needed to identify joint value propositions and explore co-selling models. While revenue contribution is the key metric, building scalable partner engagement and executing joint initiatives are crucial for consistent growth.

This role is critical to establishing and expanding our presence in Japan through the partner ecosystem, enabling us to serve Japanese enterprises at scale. You will be instrumental in building our channel strategy from the ground up in one of the world's most sophisticated technology markets.

Key responsibilities

Strategic Partner Management

Develop and execute comprehensive business plans with System Integrators (NTT Data, Fujitsu, NEC, Hitachi, etc.) and key resellers to drive mutual growth and revenue targets

Build and maintain executive-level relationships within Japanese partner organizations, navigating complex organizational structures and decision-making processes

Own the full partner lifecycle from initial engagement through long-term strategic alignment, including regular business reviews and QBRs

Plan and deliver partner-facing activities, such as training sessions, email campaigns, webinars, and joint events

Negotiate and structure partnership agreements including technical integration terms, resale agreements, and revenue-sharing models

Business Development & Revenue Generation

Build and maintain relationships with reseller and distributor partners to drive new customer acquisition and upsell revenue

Collaborate with SI partners and resellers to identify, qualify, and close enterprise opportunities in key verticals (manufacturing, financial services, retail, telecommunications, life sciences)

Drive joint sales activities including customer workshops, seminars, proof-of-concepts, and strategic account planning

Track pipeline development, forecast revenue, and report on partnership performance metrics with detailed accuracy

Manage channel conflict and ensure healthy ecosystem dynamics between direct sales, SI partners, and resellers

Enablement & Solution Development

Lead comprehensive enablement programs including technical training, certification development, and sales methodology alignment

Work closely with partner practices to develop joint solutions and industry-specific offerings tailored to Japanese market requirements

Coordinate with global product and engineering teams to ensure Japanese partner requirements and customer feedback influence our roadmap

Develop and maintain Japanese-language sales tools, technical documentation, and partner portals

Facilitate knowledge transfer between Anthropic and Japanese partner technical teams

Go-to-Market Leadership

Design and execute joint marketing campaigns

Develop customer success stories and case studies that resonate with Japanese enterprise buyers