Channel Account Manager, Reseller

Anthropic
Tokyo
Workplace: OnsiteFull timeFunction: Customer Success & Account ManagementExperience: 7+ yearsEducation: bachelorsSkills: ["Relationship-building","Analytical skills","Business planning","Forecasting","Performance measurement"]

Recruit, manage, and scale reseller and distributor partners for Japan to accelerate Claude adoption in the Japanese enterprise market. Own quarterly revenue targets through new customer acquisition and upsell within existing accounts. Build joint business plans, negotiate reseller/distribution agreements, and run enablement and joint go-to-market activities, including demand generation and partner training. Maintain partner lifecycle alignment and manage channel conflict with detailed forecasting and reporting.

Loading

Loading job details...

Preparing the role view and application actions.

FursaFursa
Anthropic
Anthropic
2 weeks ago

Channel Account Manager, Reseller

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI
Last checked: 17 hours agoStatus: Live

Job Summary

Recruit, manage, and scale reseller and distributor partners for Japan to accelerate Claude adoption in the Japanese enterprise market. Own quarterly revenue targets through new customer acquisition and upsell within existing accounts. Build joint business plans, negotiate reseller/distribution agreements, and run enablement and joint go-to-market activities, including demand generation and partner training. Maintain partner lifecycle alignment and manage channel conflict with detailed forecasting and reporting.
Location: Tokyo
Workplace: Onsite
Employment Type: Full time
Job Function: Customer Success & Account Management
Seniority: Manager level

Key Responsibilities

  • •Identify, recruit, and onboard reseller and distributor partners aligned to Japan go-to-market strategy.
  • •Develop and execute joint business plans with revenue targets, pipeline commitments, and enablement milestones.
  • •Build executive and sales-leadership relationships within partner organizations; manage partner lifecycle including QBRs and business reviews.
  • •Negotiate and structure reseller and distribution agreements, including commercial terms, margin structures, and deal registration.
  • •Drive channel revenue via partner-sourced acquisition and upsell; enablement and joint marketing/demand generation campaigns.

Pay and Benefits

Perks:Parental LeavePaid Leave

Key Requirements

  • •7+ years of experience in channel management, reseller partnerships, or business development within the Japanese technology market.
  • •Proven track record recruiting and managing Japanese reseller and distributor partners and driving revenue through them.
  • •Native or business-level Japanese language skills and deep understanding of Japanese enterprise sales cycles and business etiquette.
  • •Working knowledge of reseller economics, including margin structures, deal registration, and incentive programs.
  • •Experience selling enterprise software, cloud services, or AI/ML technologies in the Japanese market.
Experience:7+ years
Education:Bachelor's
Skills:Relationship-buildingAnalytical skillsBusiness planningForecastingPerformance measurement
Languages:JapaneseEnglish
Tech Stack:AWS MarketplaceGoogle Cloud Marketplace

Eligibility

Work Authorization:Sponsorship available.

Company Brief

Anthropic
Develops large-scale AI systems and safety research to create reliable, steerable, and interpretable AI assistants and models for commercial and research applications.
Industry: AI & Machine Learning
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2021
WebsiteLinkedIn