Head of Partnerships, Japan

Job Overview

The Head of Partnerships, Japan role at Anthropic involves building and leading a team to make Anthropic's partner ecosystem the primary route to Japanese enterprise. This is a key position for driving Anthropic's growth in Japan.

Responsibilities

Lead and Build the Team

• Hire, develop, and retain a high-performing Japan partner team covering GSI, regional SI, and reseller coverage.
• Set clear goals, territories, and partner portfolios for each team member and hold them accountable for pipeline, revenue, and attach-rate outcomes.
• Establish the team's operating cadence, including 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.

Set and Own the Japan Partner Strategy

• Define which partner segments, partners, and motions Anthropic prioritises in Japan, based on revenue potential, customer reach, and strategic fit.
• Design the partner coverage model across Anthropic's partner landscape in Japan.
• Localise Anthropic's global partner program for Japan, including tiers, incentives, enablement paths, and rules of engagement.

Lead Strategic Partnerships

• Own executive relationships with Anthropic's most consequential partners in Japan.
• Negotiate and structure partnership agreements, working with Legal, Finance, and Deal Desk.
• Lead the creation of joint solutions and industry offerings with partner practices.

Own Partner Pipeline, Revenue, and Attach Rate

• Carry Japan partner-sourced and partner-influenced pipeline and revenue targets, and the partner attach-rate target.
• Run a disciplined forecast with the team and Japan sales leadership.

Represent Japan and Drive Cross-Functional Execution

• Act as the single point of accountability for the partner business in Japan.
• Ensure Japanese partner and customer requirements are understood and prioritised by global product and engineering teams.

Requirements

• 15 to 20+ years in enterprise technology, with experience leading partner, alliances, or channel businesses in Japan.
• 5+ years of people leadership over partner or alliance teams.
• Direct experience building a partner business in Japan for a US or global technology company.
• Proven ownership of partner-sourced and partner-influenced revenue targets at a country or regional level.

Nice to Have

• Experience with AI, data, or cloud platform partnerships.
• Experience on the partner side, inside a Japanese SI or distributor.
• Experience localising a global partner program for Japan.

Logistics

• Minimum education: Bachelor’s degree or equivalent.
• Required field of study: Relevant to the role.
• Location-based hybrid policy: Office attendance expected at least 25% of the time.
• Visa sponsorship: Available.