Head of Partnerships, Japan

Anthropic
Tokyo
Workplace: OnsiteFull timeFunction: Business Development & PartnershipsEducation: bachelorsSkills: ["Leadership","Coaching","Forecasting","Negotiation","Communication"]

Build and lead Anthropic’s partner ecosystem in Japan, setting partner strategy and owning partner-sourced revenue, pipeline, and attach-rate outcomes. Serve as a player-coach who drives executive relationships with major SI and enterprise partners, hires and develops a partner team across GSI, regional SI, and resellers, and localizes the global partner program for the Japanese market. Collaborate with sales, Applied AI, product, and engineering to deliver partner-led customer outcomes.

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Anthropic
Anthropic
1 day ago

Head of Partnerships, Japan

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Job Summary

Build and lead Anthropic’s partner ecosystem in Japan, setting partner strategy and owning partner-sourced revenue, pipeline, and attach-rate outcomes. Serve as a player-coach who drives executive relationships with major SI and enterprise partners, hires and develops a partner team across GSI, regional SI, and resellers, and localizes the global partner program for the Japanese market. Collaborate with sales, Applied AI, product, and engineering to deliver partner-led customer outcomes.
Location: Tokyo
Workplace: Onsite
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Sr. Director level

Key Responsibilities

  • •Build and lead the Japan partner team across GSI, regional SI, and reseller coverage, setting goals and holding the team accountable to pipeline, revenue, and attach-rate outcomes.
  • •Define and own Japan partner strategy, including prioritized partner segments, territories, partner motions, and how to sequence investments based on revenue potential, reach, and fit.
  • •Lead the most strategic partnerships in Japan, owning executive relationships through joint business planning and board-level sponsorship.
  • •Own partner business planning and performance, including annual/quarterly plans, disciplined forecasting, and ensuring partner deals are registered, progressed, and closed predictably.
  • •Localize the global partner program for Japan, handle channel conflict between direct sales, SIs, and resellers, and represent Japan internally across cross-functional teams to drive partner-led customer outcomes.

Pay and Benefits

Perks:Paid LeaveParental Leave

Key Requirements

  • •15 to 20+ years in enterprise technology, with substantial experience leading partner, alliances, or channel businesses in Japan.
  • •5+ years leading people across partner or alliance teams, with a proven track record of hiring, developing, and retaining strong performers.
  • •Direct experience building a partner business in Japan for a US or global technology company, ideally through rapid growth or market entry.
  • •Proven ownership of partner-sourced and partner-influenced revenue targets with forecasting discipline at a country or regional level.
  • •Business-level fluency in Japanese and English, with the cultural fluency to operate with Japanese enterprise norms.
Experience:Enterprise technologyPartnersAlliancesChannel businesses
Education:Bachelor's
Skills:LeadershipCoachingForecastingNegotiationCommunication
Languages:JapaneseEnglish

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