# Channel Account Manager

**Company:** [Anthropic](https://hotfix.jobs/companies/anthropic)
**Location:** Tokyo, Japan
**Role:** Account Management
**Experience:** 7+ years
**Skills:** System Integrators, Partner Management, Channel Management, Business Development, Enterprise Sales, Cloud Services, Artificial Intelligence, Machine Learning, Go-to-Market Strategy, Revenue Forecasting, Salesforce, Technical Training, Proofs Of Concept, Strategic Alliances, Japanese Language
**Posted:** 2026-08-03

> Manages strategic SI, reseller, and distributor partnerships in Japan to grow enterprise adoption, revenue, and joint go-to-market initiatives. Requires 7+ years in channel management or alliances, Japanese and English proficiency, strong enterprise sales expertise, and a bachelor’s degree or equivalent experience.

## Job Description

## Responsibilities

### Strategic Partner Management
- Develop and execute business plans with System Integrators and key resellers to drive mutual growth and revenue targets.
- Build and maintain executive-level relationships within Japanese partner organizations.
- Own the partner lifecycle from initial engagement through long-term strategic alignment, including business reviews and QBRs.
- Plan and deliver partner-facing training sessions, email campaigns, webinars, and joint events.
- Negotiate partnership agreements, including technical integration terms, resale agreements, and revenue-sharing models.

### Business Development & Revenue Generation
- Build relationships with reseller and distributor partners to drive customer acquisition and upsell revenue.
- Collaborate with partners to identify, qualify, and close enterprise opportunities across manufacturing, financial services, retail, telecommunications, and life sciences.
- Drive joint sales activities, including customer workshops, seminars, proof-of-concepts, and strategic account planning.
- Track pipeline development, forecast revenue, and report partnership performance metrics.
- Manage channel conflict across direct sales, SI partners, and resellers.

### Enablement & Solution Development
- Lead enablement programs, including technical training, certification development, and sales methodology alignment.
- Develop joint solutions and industry-specific offerings tailored to Japanese market requirements.
- Coordinate with global product and engineering teams so partner requirements and customer feedback influence the roadmap.
- Develop and maintain Japanese-language sales tools, technical documentation, and partner portals.
- Facilitate knowledge transfer between internal and Japanese partner technical teams.

### Go-to-Market Leadership
- Design and execute joint marketing campaigns.
- Develop customer success stories and case studies for Japanese enterprise buyers.
- Localize global go-to-market strategies for the Japanese market.
- Represent the company at partner events, customer engagements, and industry conferences.
- Remove bottlenecks by collaborating with Marketing, Sales, Legal, and other internal teams.
- Foster cross-departmental alignment for successful partner execution and performance.

## Requirements
- 7+ years of experience in channel management, strategic alliances, or business development within the Japanese technology market.
- Experience managing relationships with Japanese System Integrators, technology resellers, or similar partners.
- Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette.
- Native or business-level Japanese and English proficiency.
- Strong understanding of the Japanese IT landscape, including cloud adoption, digital transformation, and regulatory requirements.
- Experience navigating complex partner ecosystems and managing channel conflict.
- Experience with enterprise software, cloud services, or AI/ML technologies in the Japanese market.
- Exceptional relationship-building skills with executives.
- Strong analytical skills in business planning, forecasting, and performance measurement.
- Bachelor's degree or equivalent combination of education, training, and experience.

## Compensation & 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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