Partner Account Manager

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.

• 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.
• 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.
• 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.
• Design and execute joint marketing campaigns.
• Develop customer success stories and case studies that resonate with Japanese enterprise buyers.
• Partner with internal teams to localize global GTM strategies for the Japanese market.
• Represent the company at partner events, customer engagements, and industry conferences (CEATEC, Japan IT Week, etc.).
• Identify and remove bottlenecks proactively by working with internal teams including Marketing, Sales, and Legal.
• Foster alignment across departments to ensure successful partner execution and performance.

• 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 or similar.
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette.
• Native or business-level Japanese and English language skills.
• Strong understanding of the Japanese IT landscape including cloud adoption trends, digital transformation initiatives, and regulatory requirements.
• Demonstrated ability to navigate complex partner ecosystems and manage channel conflict.
• 7+ years of relevant experience (preferred).
• Experience with enterprise software, cloud services, or AI/ML technologies in the Japanese market (preferred).
• Exceptional relationship-building skills with ability to establish trust and credibility with executives (preferred).
• Strong analytical skills with experience in business planning, forecasting, and performance measurement (preferred).

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience.
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience.
• Minimum years of experience: Years of experience required will correlate with the inter.