Channel Partner Manager

About the role

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.

What you'll do

• 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

Requirements

• 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

Benefits

• We do sponsor visas! We will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
• Location-based hybrid policy: staff are expected to be in one of our offices at least 25% of the time