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About the Role

The Head of Partnerships, Japan will build and lead the team that makes Anthropic's partner ecosystem the primary route to Japanese enterprise. You will set the partner strategy for Japan, develop the team that executes it, and own the partner-sourced and partner-influenced pipeline, revenue and attach rate for the country. This is a player-coach role for an experienced partner leader who has built and scaled partner businesses in Japan before, ideally for a US technology company entering or growing in the market.

Responsibilities

Lead and build the team: 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.
Set and own the Japan partner strategy: Define which partner segments, partners and motions Anthropic prioritises in Japan, and in what sequence.
Design the partner coverage model across our partner landscape.
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.
Lead our most strategic partnerships: Own the executive relationships with Anthropic's most consequential partners in Japan.
Negotiate and structure partnership agreements, including resale, co-development and revenue-sharing constructs.
Lead the creation of joint solutions and industry offerings with partner practices in manufacturing, financial services, retail, telecommunications, life sciences and the public sector.
Own partner pipeline, revenue and attach rate: Carry the Japan partner-sourced and partner-influenced pipeline and revenue targets, and the partner attach-rate target.
Run a disciplined forecast with the team and with Japan sales leadership.
Decide where to deploy partner investments 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.
Represent Japan and drive cross-functional execution: 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 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.
Be the face of Anthropic's partner ecosystem in Japan: Represent Anthropic at partner executive forums, industry conferences and analyst engagements.
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.

Requirements

15 to 20+ years in enterprise technology, with a substantial portion leading partner, alliances or channel businesses in Japan.
5+ years of people leadership 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.
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.
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.

Skills

Enterprise technology
Partner management
Alliance management
Channel management
People leadership
Hiring
Developing talent
Retaining talent
Forecasting
Executive engagement
Joint business planning
Co-selling
Partner strategy
Partner coverage model
Partner program localization
Negotiation
Partnership structures
Resale agreements
Joint solution development
Revenue sharing
Incentive models
Cross-functional execution
AI
Data platforms
Cloud platforms
Marketplace motions
System integrators
Consulting firms

Location

Tokyo

Work Type

Hybrid

Experience Level

15 to 20+ years in enterprise technology
5+ years of people leadership

Education Level

Bachelor’s degree or an equivalent combination of education, training, or experience
A field relevant to the role

Benefits

Competitive compensation
Benefits
Optional equity donation matching
Generous vacation
Parental leave
Flexible working hours
Lovely office space

About the Company

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems.
We want AI to be safe and beneficial for our users and for society as a whole.
Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.
We believe that the highest-impact AI research will be big science.
At Anthropic we work as a single cohesive team on just a few large-scale research efforts.
We value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles.
We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science.
We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time.
We greatly value communication skills.
Anthropic is a public benefit corporation headquartered in San Francisco.

Equal Opportunity

We encourage you to apply even if you do not believe you meet every single qualification.
Not all strong candidates will meet every single qualification as listed.
We think AI systems like the ones we're building have enormous social and ethical implications.
We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.