Enterprise Account Executive, System Integrators

About Anthropic 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. About the role 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. Responsibilities: - 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 - 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 - 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 - 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 - 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 You may be a good fit if you have: - 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 - 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 - A track record of building high-trust, mutually beneficial relationships with SIer organizations, driving consistent revenue through channel partnerships rather than direct sales alone - 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 - 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 - 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 - A strategic, analytical approach to evaluating and prioritizing SIer partnerships combined with patient, relationship-focused execution - A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely and responsibly for broad benefit - Excellent communication skills in both Japanese and English What We Offer - Competitive base salary and commission structure commensurate with experience - Equity participation - Comprehensive benefits package - Hybrid work model with flexibility - Access to cutting-edge AI technology and world-class research team Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. 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. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself