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Head of Partnerships, Japan

Anthropic· Sales
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Tokyofull-timePosted 2mo ago

About the role

Lead and build Anthropic's partner ecosystem in Japan, owning the partner strategy, pipeline, revenue and attach rate, and representing Japan within the International Partnerships organisation. A player-coach role focused on executing through a Japanese partner network with executive-level engagement across GSIs, regional SIs, and resellers.

Responsibilities

  • Hire, develop and retain a high-performing Japan partner team spanning GSI, regional SI and reseller coverage.
  • Set clear goals, territories and partner portfolios for each team member, and hold the team accountable to pipeline, revenue and attach-rate outcomes.
  • Establish the team's operating cadence: one-on-ones, weekly 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, and model those behaviours personally.
  • Define which partner segments, partners and motions Anthropic prioritises in Japan, and in what sequence, based on revenue potential, customer reach and strategic fit.
  • Design the partner coverage model across our partner landscape (NTT DATA, Fujitsu, NEC, Hitachi, Accenture and others), and where we go deep vs. broad.
  • Localise Anthropic's global partner program for Japan, including tiers, incentives, enablement paths and rules of engagement, and feed Japan requirements back into the global program design.
  • Own the annual and quarterly partner business plan for Japan and report on it to International Partnerships leadership.
  • Own the executive relationships with Anthropic's most consequential partners in Japan, from joint business planning through to board-level sponsorship on both sides.
  • Negotiate and structure partnership agreements, including resale, co-development and revenue-sharing constructs, working with Legal, Finance and Deal Desk.
  • Lead the creation of joint solutions and industry offerings with partner practices in manufacturing, financial services, retail, telecommunications, life sciences and the public sector.
  • Carry the Japan partner-sourced and partner-influenced pipeline and revenue targets, and the partner attach-rate target, for the team.
  • Run a disciplined forecast with the team and with Japan sales leadership, ensuring partner deals are registered, progressed and closed with predictability.
  • Decide where to deploy partner investments (market development funds, enablement, co-marketing, headcount) for the highest return.
  • Build the reporting and systems hygiene that gives International Partnerships and Anthropic leadership a clear, trusted view of the Japan partner business.
  • Act as the single point of accountability for the partner business in Japan with Japan sales leadership, the Applied AI organisation, Marketing, Legal and Product.
  • Ensure Japanese partner and customer requirements, including language, data residency, security and sovereignty needs, are understood and prioritised by global product and engineering teams.
  • Partner with the Japan sales leader to embed partners into account planning and co-selling for the country's priority accounts.
  • Resolve channel conflict between direct sales, SIs and resellers, and set the rules of engagement that keep the ecosystem healthy as it grows.
  • Represent Anthropic at partner executive forums, industry conferences and analyst engagements related to the partner ecosystem.
  • Sponsor the development of Japanese customer success stories, delivered with partners, that resonate with Japanese enterprise buyers.
  • Build Anthropic's reputation as the partner-first AI company in Japan through the way your team shows up every day.

Qualifications

  • Experience in enterprise technology, with a substantial portion leading partner, alliances or channel businesses in Japan
  • People leadership experience over partner or alliance teams, with a track record of hiring, developing and retaining strong performers
  • Direct experience building a partner business in Japan for a US or global technology company, ideally through a period of rapid growth or market entry (hyperscaler, enterprise SaaS, data or AI platform)
  • Proven ownership of partner-sourced and partner-influenced revenue targets at a country or regional level, with the forecasting discipline to match
  • Established executive relationships with Japan's major system integrators, consulting firms, and a reputation they would vouch for
  • Experience negotiating complex partnership structures: resale agreements, joint solution development, and revenue-sharing or incentive models
  • Demonstrated ability to operate as a player-coach, personally owning strategic relationships while building a team that scales beyond you
  • Comfort shaping strategy in ambiguity and turning it into an operating plan, while working closely with global teams in other time zones
  • Business-level fluency in Japanese and English, and the cultural fluency to move between Japanese enterprise norms and a fast-moving US company
  • Based in Tokyo

Skills

Required:Partner leadershipExecutive relationship management
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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