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 Anthropic is building a global reseller program, and Japan and Korea are its first phase. Japan already has significant partner-led activity around Claude, and we're now working with a small number of strategic reseller partners, leading Japan systems integrators and cloud service partners to bring that into a formal program. You'll be the local owner of these partner relationships in Japan. Our partners will look to you for everything that makes the channel work day to day onboarding, deal registration, enablement, billing and contracting questions, escalations and our internal teams will look to you for what is actually happening in the market. You'll work closely with the local sales team and the central program team, but much of the process for running the channel in Japan doesn't exist yet, and building it will be a large part of the job in the first year. This is an early role in a new market for a program we expect to grow well beyond its first two countries. The habits you establish with our first partners in Japan will shape how the program works everywhere else. Key responsibilities • Own the day-to-day relationships with Anthropic's strategic reseller partners in Japan, acting as their primary local point of contact • Support partner onboarding end to end, from diligence and agreement execution through readiness ahead of launch, including for partners who join the program after launch • Own deal registration and pipeline discipline with partners, making sure registrations are submitted and validated, conflicts are cleared, and named end-customer reporting is complete on every deal • Coordinate partner certification and enablement with the central enablement lead, including Japan-language delivery and ongoing recertification • Run day-to-day partner support in market, including billing, contracting, and general queries • Manage Anthropic's counterpart relationships with the cloud hyperscalers AWS, Google Cloud and Microsoft Azure in Japan, including the Marketplace private offer motion that reseller deals run through • Work with the central program team on program governance, margin mechanics, and escalations • Build the local processes and working rhythms the channel needs where none exist yet, and feed what you learn from partners back to the program team Minimum qualifications • Experience managing channel or reseller partner relationships in enterprise software or cloud • Experience working with large Japan systems integrators or cloud managed service providers, and an understanding of how partner-led selling works in Japan enterprise, public sector, and financial services accounts • Working knowledge of channel program mechanics such as deal registration and partner tiering • Full professional fluency in Japan and professional working proficiency in English, written and spoken, including the ability to deliver enablement to partners in Japan • Comfort joining a new program early: hands-on, structured, and able to build process where none exists yet • Are excited about Anthropic's mission to develop AI that is safe and beneficial Preferred qualifications • Experience with cloud marketplace resale, particularly AWS Marketplace private offers, or with AWS partner teams more generally • Familiarity with margin and rebate mechanics in a partner program • Experience bringing existing, informal partner activity into a structured program, or joining a partner program at or before launch • Experience on the systems integrator or managed service provider side of a vendor relationship, as well as the vendor side • Familiarity with how enterprises and public sector organizations in Japan are evaluating and adopting AI Logistics 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 internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.