Enterprise Account Executive, System Integrators

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>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.</p></div><h2><strong>About the role</strong></h2> <p>As an Enterprise Account Executive, System Integrators based in Tokyo, you'll be the critical link between Anthropic and Japan's leading system integrator ecosystem. You'll build and deepen strategic partnerships with major SIers — enabling them to confidently sell, implement, and support Anthropic's AI solutions within their own client portfolios. This is a high-impact, relationship-driven role that directly shapes how frontier AI reaches Japan's largest enterprises.</p> <h2><strong>Responsibilities:</strong></h2> <ul> <li>Own and grow revenue generated through SIer channels by developing joint go-to-market strategies, co-selling motions, and enablement programs with Japan's top system integrators</li> <li>Build and execute partner territory plans, identifying and prioritizing relationships across tier-1 and regional SIers — including firms across IT consulting, systems integration, and managed services practices</li> <li>Lead strategic engagement with senior SIer leadership — including practice heads, solution architects, pre-sales directors, and partner managers — building the technical confidence and commercial alignment needed to close enterprise deals</li> <li>Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships, Marketing) to deliver enablement resources, joint solution frameworks, and go-to-market collateral that equips SIer partners to position and deploy Anthropic's AI solutions effectively</li> <li>Act as the primary escalation and support point for SIer partners navigating complex enterprise opportunities, ensuring deal momentum and customer satisfaction across the full sales cycle</li> </ul> <h2><strong>You may be a good fit if you have:</strong></h2> <ul> <li>8+ years of enterprise sales or partner management experience in Japan, with significant direct experience working with or selling through system integrators in the technology sector</li> <li>A deep understanding of how Japan's SIer ecosystem operates — including how SIers source, evaluate, and commit to vendor partnerships, and how they structure solutions for their enterprise clients</li> <li>A track record of building high-trust, mutually beneficial relationships with SIer organizations, driving consistent revenue through channel partnerships rather than direct sales alone</li> <li>Demonstrated ability to navigate complex, multi-layered SIer stakeholder environments — balancing the needs of the SIer's internal leadership, their end customers, and Anthropic's own business objectives</li> <li>Proven experience developing and executing partner enablement programs — including technical training, sales toolkits, and co-marketing initiatives — that meaningfully increase a partner's ability to sell and deliver</li> <li>A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality — you are a true team player who thrives in ambiguous, startup-like environments</li> <li>A strategic, analytical approach to evaluating and prioritizing SIer partnerships combined with patient, relationship-focused execution</li> <li>A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems