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Enterprise Account Executive, System Integrators

Anthropic· Sales
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Hybrid (Tokyo)Full-timePosted 8mo ago

About the role

Enterprise Account Executive in Tokyo, focused on building and managing strategic partnerships with Japan's system integrator ecosystem to enable SIers to sell, implement, and support Anthropic's AI solutions within enterprise client portfolios.

Responsibilities

  • Own and grow revenue generated through SIer channels by developing joint go-to-market strategies, co-selling motions, and enablement programs with Japan's top system integrators
  • Build and execute partner territory plans, identifying and prioritizing relationships across tier-1 and regional SIers — including firms across IT consulting, systems integration, and managed services practices
  • Lead strategic engagement with senior SIer leadership — including practice heads, solution architects, pre-sales directors, and partner managers — building the technical confidence and commercial alignment needed to close enterprise deals
  • Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships, Marketing) to deliver enablement resources, joint solution frameworks, and go-to-market collateral that equips SIer partners to position and deploy Anthropic's AI solutions effectively
  • Act as the primary escalation and support point for SIer partners navigating complex enterprise opportunities, ensuring deal momentum and customer satisfaction across the full sales cycle

Qualifications

  • 8+ years of enterprise sales or partner management experience in Japan, with significant direct experience working with or selling through system integrators in the technology sector
  • A deep understanding of how Japan's SIer ecosystem operates — including how SIers source, evaluate, and commit to vendor partnerships, and how they structure solutions for their enterprise clients
  • A track record of building high-trust, mutually beneficial relationships with SIer organizations, driving consistent revenue through channel partnerships rather than direct sales alone
  • Demonstrated ability to navigate complex, multi-layered SIer stakeholder environments — balancing the needs of the SIer's internal leadership, their end customers, and Anthropic's own business objectives
  • Proven experience developing and executing partner enablement programs — including technical training, sales toolkits, and co-marketing initiatives — that meaningfully increase a partner's ability to sell and deliver
  • A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality — you are a true team player who thrives in ambiguous, startup-like environments
  • A strategic, analytical approach to evaluating and prioritizing SIer partnerships combined with patient, relationship-focused execution
  • A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely and responsibly for broad benefit
  • Excellent communication skills in both Japanese and English

Skills

Required:Enterprise salesPartnership managementJapanese languageEnglish language

Benefits

  • Competitive base salary and commission structure commensurate with experience
  • Equity participation
  • Comprehensive benefits package
  • Hybrid work model with flexibility
  • Access to cutting-edge AI technology and world-class research team
Last updated Sep 2, 2026. Interested? Apply on the company site.

About Anthropic

building reliable, interpretable, and steerable AI systems

Anthropic is an AI safety and research company that's working to build reliable, interpretable, and steerable AI systems.

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