Channel Account Manager, Reseller

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 Reseller Partner Manager for Japan, you will be responsible for recruiting, managing, and scaling our reseller and distributor partners to accelerate the adoption of Claude across the Japanese enterprise market. You will help partners add our products to their portfolios, build the commercial motions that make reselling Claude attractive, and drive joint go-to-market execution with them.

You will own quarterly revenue targets delivered through the reseller channel, both from new customer acquisition and from expansion within existing accounts. The position involves direct collaboration with partners and internal teams to remove obstacles and implement growth strategies. You will design 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 develop co-selling models. While revenue contribution is the key metric, building a repeatable and scalable reseller program is what drives consistent growth.

This role is critical to expanding our reach in Japan beyond direct sales, enabling us to serve Japanese enterprises at scale through partners they already trust. You will be instrumental in building our reseller channel from the ground up in one of the world's most sophisticated technology markets.

Responsibilities

Reseller Partner Management

• Identify, recruit, and onboard reseller and distributor partners that fit our Japan go-to-market strategy
• Develop and execute joint business plans with key resellers, including revenue targets, pipeline commitments, and enablement milestones
• Build and maintain executive and sales-leadership relationships within 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
• Negotiate and structure reseller and distribution agreements, including commercial terms, margin structures, and deal registration

Revenue Generation and Pipeline

• Drive new customer acquisition and upsell revenue through reseller partners and achieve quarterly channel revenue targets
• Work with partner sales teams to identify, qualify, and close enterprise opportunities in key verticals (manufacturing, financial services, retail, telecommunications, life sciences)
• Support joint sales activities including customer workshops, seminars, proof-of-concepts, and account planning
• Track partner-sourced pipeline, forecast channel revenue, and report on partner performance metrics with detailed accuracy
• Manage channel conflict and maintain healthy dynamics between direct sales and reseller partners, including clear rules of engagement and deal registration processes

Enablement

• Lead reseller enablement programs covering product knowledge, sales methodology, positioning, and objection handling
• Develop and maintain Japanese-language sales tools, pricing guidance, and partner-facing documentation
• Run partner-facing activities such as training sessions, webinars, email campaigns, and joint events
• Coordinate with global product, pricing, and partner teams to ensure Japanese reseller requirements and customer feedback are represented in program design and roadmap discussions

Go-to-Market

• Design and execute joint marketing and demand generation campaigns with reseller partners
• Develop customer success stories and case studies that resonate with Japanese enterprise buyers
• Partner with internal teams to localize global channel programs and 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, Legal, and Finance
• Foster alignment across departments to ensure successful partner execution and performance

You may be a good fit if you have

• 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
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette
• Native or business-level Japanese language skills
• 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
• Demonstrated ability to manage channel conflict and maintain healthy rules of engagement across direct and partner sales
• Exceptional relationship-building skills with the ability to establish trust and credibility with partner executives and sales teams
• Strong analytical skills with experience in business planning, forecasting, and performance measurement

Strong candidates may also have

• Experience building a reseller program from an early stage rather than inheriting an established one
• Familiarity with cloud marketplace resale and private offers (for example, AWS Marketplace or Google Cloud Marketplace) as a channel motion
• Working knowledge of large language models and the enterprise AI landscape
• Business-level English for regular collaboration with a manager and partner team based outside Japan