The opportunity
Japan is one of the most sophisticated enterprise technology markets in the world, and one where partners, not vendors, typically own the customer relationship. The Head of Partnerships, Japan will build and lead the team that makes Anthropic's partner ecosystem the primary route to Japanese enterprise.
What you'll do
Hire, develop and retain a high-performing Japan partner team spanning GSI,: regional SI and reseller coverage, sized and structured to the market opportunity
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.
What they're looking for
- to 20+ years in enterprise technology leading partner, alliances or channel: businesses in Japan and 5+ years of people leadership over partner or alliance teams Experience with AI, data or cloud platform partnerships specifically, including partner-built solutions and marketplace motions
- Experience on the partner side, inside a Japanese SI or distributor, and an: understanding of how those organisations make decisions
- Experience localising a global partner program for Japan and influencing its design
- Experience working alongside professional services or applied AI teams to: deliver partner-led customer outcomes
