Channel Partner Manager

About the role

As a Channel Partner Manager for Korea, you will be responsible for building, managing, and scaling strategic partnerships with both System Integrators (SIs) and resellers to accelerate the adoption of our solutions in the Korean market. You will work at the intersection of cutting-edge technology and Korea's unique business ecosystem, helping partners integrate our products into their solution portfolios and joint go-to-market strategies.

As a Channel Partner Manager, you will focus on growing the partner Anthropic reseller and services business in Korea and achieving quarterly revenue and partner attach targets through new customers and upsells. You'll be the local owner of these partner relationships in Korea. Our partners will look to you for everything that makes the channel work day to day from initial onboarding to deal registration, enablement, billing and contracting questions, escalations. Our internal teams will look to you for what is happening in the market, how partners are driving new opportunities and growth within existing customers. You'll work closely with the local sales team and the central program team, co-selling on partner-sourced and partner-influenced opportunities and managing direct versus partner conflict as deals arise. Strong business creation skills are needed to identify joint value propositions and explore co-selling models. Much of the process for running the channel in Korea doesn't exist yet, and building it will be a large part of the job in the first year. While revenue contribution is the key metric, building scalable partner engagement and executing joint initiatives are crucial for consistent growth.

This is an early role in a new market for a program we expect to grow well beyond its first two countries. The habits you establish with our first partners in Korea will shape how the program works everywhere else.

Key responsibilities

• Own the day-to-day relationships with Anthropic's strategic resellers and system integrators in Korea, acting as their primary local point of contact, including billing, contracting and general queries
• Own deal registration and pipeline discipline with partners, making sure registrations are submitted and validated, conflicts are cleared, and named end-customer reporting is complete on every deal
• Forecast and report partner pipeline and performance against the quarterly revenue and partner attach targets, and own the Korea channel number with the central program team
• Negotiate resale agreements and commercial terms with partners alongside the central program team and Legal
• Co-sell with the local account team on partner-sourced and partner-influenced opportunities, and manage direct versus partner conflict as deals arise
• Develop and execute business plans with System Integrators and strategic resellers to drive mutual growth and revenue targets
• Build and maintain executive-level relationships within Korean partner organizations, navigating complex organizational structures and decision-making processes
• Support partner onboarding end to end, from diligence and agreement execution through readiness ahead of launch, including for partners who join the program after launch
• Coordinate partner certification and enablement with the central enablement lead, including Korean-language delivery and ongoing recertification
• Manage Anthropic's counterpart relationships with the cloud hyperscalers AWS, Google Cloud and Microsoft Azure in Korea, including the Marketplace private offer motion that reseller deals run through
• Work with the central program team on program governance, margin mechanics, and escalations, and build the local processes and working rhythms the channel needs where none exist yet, feeding what you learn from partners back to the program team
• Run regular business reviews and QBRs with each partner against the joint plan
• Own partner co-marketing in Korea, agreeing a joint marketing plan with each partner and Channel Marketing, funding it through MDF where it qualifies, and delivering the announcements, campaigns, webinars and events that turn the partnership into pipeline 

Minimum qualifications

• Experience managing channel or reseller partner relationships in enterprise software or cloud
• Experience working with large Korean systems integrators or cloud managed service providers, and an understanding of how partner-led selling works in Korean enterprise, public sector, and financial services accounts
• Working knowledge of channel program mechanics such as deal registration and partner tiering
• Full professional fluency in Korean and professional working proficiency in English, written and spoken, including the ability to deliver enablement to partners in Korean
• Comfort joining a new program early: hands-on, structured, and able to build process where none exists yet
• Are excited about Anthropic's mission to develop AI that is safe and beneficial

Preferred qualifications

• Experience with cloud marketplace resale, particularly AWS Marketplace private offers, or with AWS partner teams more generally
• Familiarity with margin and rebate mechanics in a partner program
• Experience bringing existing, informal partner activity into a structured program, or joining a partner program at or before launch
• Experience on the systems integrator or managed service provider side of a vendor relationship, as well as the vendor side
• Familiarity with how enterprises and public sector organizations in Korea are evaluating and adopting AI