Channel Account Manager, Reseller
Remote • Tokyo, Japan
Posted 2d ago
About the job
As a Reseller Partner Manager for Japan, you will be responsible for recruiting, managing, and scaling our reseller and distributor partners to accelerate the adoption of Claude across the Japanese enterprise market. You will help partners add our products to their portfolios, build the commercial motions that make reselling Claude attractive, and drive joint go-to-market execution with them. You will own quarterly revenue targets delivered through the reseller channel, both from new customer acquisition and from expansion within existing accounts. The position involves direct collaboration with partners and internal teams to remove obstacles and implement growth strategies. You will design partner recruitment, enablement, and go-to-market plans, using a test-and-learn approach in ambiguous situations. Strong business creation skills are needed to identify joint value propositions and develop co-selling models. While revenue contribution is the key metric, building a repeatable and scalable reseller program is what drives consistent growth. This role is critical to expanding our reach in Japan beyond direct sales, enabling us to serve Japanese enterprises at scale through partners they already trust. You will be instrumental in building our reseller channel from the ground up in one of the world's most sophisticated technology markets.
Responsibilities
- Identify, recruit, and onboard reseller and distributor partners aligned with the Japan go-to-market strategy.
- Develop and execute joint business plans with key resellers, including revenue targets and enablement milestones.
- Build and maintain executive and sales-leadership relationships within partner organizations.
- Manage the full partner lifecycle from initial engagement to long-term strategic alignment.
- Negotiate and structure reseller and distribution agreements, including commercial terms and margin structures.
- Drive new customer acquisition and upsell revenue through reseller partners to achieve quarterly channel revenue targets.
- Collaborate with partner sales teams to identify, qualify, and close enterprise opportunities.
- Support joint sales activities such as customer workshops, seminars, and proof-of-concepts.
- 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, and positioning.
- Develop and maintain Japanese-language sales tools, pricing guidance, and partner-facing documentation.
- Run partner-facing activities like training sessions, webinars, and joint events.
- Coordinate with global teams to ensure Japanese reseller requirements and customer feedback are represented in program design.
- Design and execute joint marketing and demand generation campaigns with reseller partners.
- Develop customer success stories and case studies for the Japanese market.
- Localize global channel programs and GTM strategies for the Japanese market.
- Represent the company at partner events, customer engagements, and industry conferences.
- Proactively identify and remove bottlenecks by working with internal teams including Marketing, Sales, Legal, and Finance.
- Foster alignment across departments to ensure successful partner execution and performance.
Requirements
- 7+ years of experience in channel management, reseller partnerships, or business development within the Japanese technology market.
- Proven track record of 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.