# Head of Partnerships, Japan

**Company:** [Anthropic](https://hotfix.jobs/companies/anthropic)
**Location:** Tokyo, Japan
**Role:** Partnerships
**Experience:** 15+ years
**Skills:** Partner Strategy, Alliance Management, Channel Management, Revenue Forecasting, Enterprise Sales, Resale Agreements, Revenue Sharing, Joint Solution Development, System Integrators, Co-Selling, Data Residency, Cloud Platforms, Artificial Intelligence
**Posted:** 2026-08-25

> Leads Anthropic’s Japan partner ecosystem, building the team and strategy that drive partner-sourced revenue, strategic alliances, and enterprise adoption. The role requires deep Japanese technology-market relationships, complex partnership negotiation experience, bilingual Japanese-English fluency, and 15–20+ years in enterprise technology.

## Job Description

## Responsibilities

### Lead and build the team
- Hire, develop, and retain a high-performing Japan partner team spanning GSI, regional SI, and reseller coverage.
- Set goals, territories, partner portfolios, and accountability for pipeline, revenue, and attach-rate outcomes.
- Establish operating cadences including one-on-ones, pipeline reviews, deal inspection, partner QBRs, and quarterly business planning.
- Coach the team on executive engagement, joint business planning, and co-selling in Japanese enterprise accounts.

### Set and own the Japan partner strategy
- Define priority partner segments, partners, and motions based on revenue potential, customer reach, and strategic fit.
- Design partner coverage across organizations such as NTT DATA, Fujitsu, NEC, Hitachi, and Accenture.
- Localize the global partner program for Japan, including tiers, incentives, enablement paths, and rules of engagement.
- Own annual and quarterly partner business plans for Japan.

### Lead strategic partnerships
- Own executive relationships with key Japanese partners, from joint business planning through board-level sponsorship.
- Negotiate and structure resale, co-development, and revenue-sharing agreements with Legal, Finance, and Deal Desk.
- Lead joint solutions and industry offerings across manufacturing, financial services, retail, telecommunications, life sciences, and the public sector.

### Own pipeline, revenue, and execution
- Own Japan partner-sourced and partner-influenced pipeline, revenue, and attach-rate targets.
- Run disciplined forecasting with the team and Japan sales leadership.
- Allocate partner investments including market development funds, enablement, co-marketing, and headcount.
- Build reporting and systems hygiene for clear visibility into the Japan partner business.
- Coordinate with Japan sales, Applied AI, Marketing, Legal, and Product.
- Ensure Japanese language, data residency, security, and sovereignty requirements inform global product and engineering priorities.
- Embed partners into account planning and co-selling, and resolve channel conflicts.

### Represent the partner ecosystem
- Represent the company at partner executive forums, industry conferences, and analyst engagements.
- Sponsor Japanese customer success stories delivered with partners.
- Build the company’s reputation as a partner-first AI company in Japan.

## Requirements
- 15–20+ years in enterprise technology, including substantial experience leading partner, alliances, or channel businesses in Japan.
- 5+ years of people leadership over partner or alliance teams.
- Direct experience building a partner business in Japan for a US or global technology company.
- Proven ownership of country- or region-level partner-sourced and partner-influenced revenue targets.
- Established executive relationships with major Japanese system integrators and consulting firms.
- Experience negotiating resale agreements, joint solution development, revenue-sharing, and incentive models.
- Experience operating as a player-coach while scaling a team.
- Ability to shape strategy in ambiguity and execute with global, cross-time-zone teams.
- Business-level fluency in Japanese and English.
- Based in Tokyo.
- Bachelor’s degree or equivalent combination of education, training, and experience.

## Nice-to-haves
- Experience with AI, data, or cloud platform partnerships, including partner-built solutions and marketplace motions.
- Experience working inside a Japanese SI or distributor.
- Experience localizing and influencing a global partner program for Japan.
- Experience working with professional services or applied AI teams to deliver partner-led customer outcomes.

## Compensation and benefits
- Hybrid policy: Staff are currently expected to work from an office at least 25% of the time; some roles may require more office time.
- Visa sponsorship may be available, subject to role and candidate eligibility.

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