Channel Account Manager, Reseller

Job Summary

As a Reseller Partner Manager for Japan, you will be responsible for recruiting, managing, and scaling reseller and distributor partners to accelerate the adoption of Claude across the Japanese enterprise market.

Responsibilities

• Identify, recruit, and onboard reseller and distributor partners that fit our Japan go-to-market strategy
• Develop and execute joint business plans with key resellers, including revenue targets, pipeline commitments, and enablement milestones
• Build and maintain executive and sales-leadership relationships within partner organizations
• Own the full partner lifecycle from initial engagement through long-term strategic alignment
• Negotiate and structure reseller and distribution agreements
• Drive new customer acquisition and upsell revenue through reseller partners and achieve quarterly channel revenue targets
• Work with partner sales teams to identify, qualify, and close enterprise opportunities
• Support joint sales activities including customer workshops, seminars, proof-of-concepts, and account planning
• Track partner-sourced pipeline, forecast channel revenue, and report on partner performance metrics
• Manage channel conflict and maintain healthy dynamics between direct sales and reseller partners
• Lead reseller enablement programs covering product knowledge, sales methodology, positioning, and objection handling
• Develop and maintain Japanese-language sales tools, pricing guidance, and partner-facing documentation
• Run partner-facing activities such as training sessions, webinars, email campaigns, and joint events
• Design and execute joint marketing and demand generation campaigns with reseller partners
• Develop customer success stories and case studies that resonate with Japanese enterprise buyers
• Partner with internal teams to localize global channel programs and GTM strategies for the Japanese market
• Represent the company at partner events, customer engagements, and industry conferences

Requirements

• 7+ years of experience in channel management, reseller partnerships, or business development within the Japanese technology market
• Proven track record recruiting and managing Japanese reseller and distributor partners and driving revenue through them
• Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette
• Native or business-level Japanese language skills
• Working knowledge of reseller economics, including margin structures, deal registration, and incentive programs
• Experience selling enterprise software, cloud services, or AI/ML technologies in the Japanese market
• Demonstrated ability to manage channel conflict and maintain healthy rules of engagement across direct and partner sales
• Exceptional relationship-building skills with the ability to establish trust and credibility with partner executives and sales teams
• Strong analytical skills with experience in business planning, forecasting, and performance measurement