Reseller Operations Manager, Japan & Korea

About Anthropic

Anthropics 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

Anthropic is expanding its reseller program in Japan and Korea. As our Reseller Operations Manager for Japan and Korea youll own how resellers in both countries get onboarded transact get paid and get supported across both of our resale motions: hyperscaler resale where partners resell Claude through the cloud marketplaces (AWS Bedrock today Google Cloud Vertex AI and Microsoft Foundry to follow) and direct resale where partners resell on Anthropic paper through our own quote-to-order and billing systems. The global team builds the program; you make it work for Japanese and Korean partners and feed back what has to change.

This is an operator role not a partner manager the first months youll be validating deal registrations and answering partner tickets yourself; by the end of the first year the volume should be running on documented process service levels and vendor or system coverage that you set up.

Key responsibilities

• Own reseller onboarding for Japan and Korea end to end: application intake screening coordination agreement execution marketplace authorization entitlement setup and activation and keep the partner record in Salesforce decision-grade for both regions.
• Run hyperscaler (3P) reseller operations: deal-registration intake and validation within SLA marketplace authorizations and private-offer processing with the cloud alliance teams and end-customer reporting on every reseller transaction so partner-sourced revenue can be attributed.
• Run direct (1P) reseller operations: partner quotes and order forms order booking and provisioning and commit tracking and true-ups with Deal Desk RevOps and Accounting and work with Finance and Tax on local invoicing currency and consumption-tax handling for each transaction route.
• Run the regional side of reseller incentives: eligibility validation of quarterly payouts and partner disputes in partnership with the global incentive operations team and Finance.
• Stand up first-line operational support for resellers in Japanese and Korean during local business hours inside the global partner support queue rather than alongside it and localize the onboarding deal-registration and ordering content partners depend on.
• Manage any outsourced or contracted operations capacity used in region (scope quality service levels) and coordinate with Enablement on the logistics of local-language certification and training.
• Own reseller reporting for Japan and Korea: registration volume and cycle time activation attach and attributed revenue by partner and by motion and use it to tell the regional teams and the global program what to fix next.
• Adopt the global Partner Operations playbooks where they fit write the in-region variants where they dont and represent Japan and Korea requirements in partner systems and automation work so manual volume doesnt grow with partner count.

Minimum qualifications

• Several years in channel reseller distribution or partner operations at a technology company ideally touching both a cloud-marketplace motion and a direct or contract-based resale motion.
• Working proficiency in Japanese Korean and English. Youll run operational relationships with partners in both countries and work daily with a US-based team; proficiency doesnt need to be identical across all three but you need to be able to work with partners in both regions.
• Practical knowledge of how at least one major cloud marketplaces reseller program works (authorizations private offers deal registration) or deep experience in one motion and a track record of picking up the other quickly.
• Hands-on experience with quote-to-order order management or partner billing and the Finance Deal Desk and Legal coordination that comes with it.
• A track record of taking a manual process and turning it into documented workflow service levels and reporting including managing vendors or contractors who execute part of it.
• Hands-on Salesforce experience (reporting data maintenance) and comfort being the only operations person in the region while working with a team many time zones away.

Preferred qualifications

• Experience inside the Japanese or Korean enterprise reseller and systems-integrator ecosystem including local invoicing credit and consumption-tax conventions.
• Experience with partner incentive or rebate operations or with a partner program during its launch phase.
• Experience with PRM or deal-registration tooling or building automations with Claude or similar tools to run operational workflows at volume.

How this role works with the team

Youll report into Partner Experience and work day to day with two groups. The global Partner Operations team in San Francisco owns the reseller programs systems and playbooks; our reseller operations owner there is your direct counterpart and youll split work along a simple line: they own the global process you own its execution and adaptation in Japan and Korea. The Japan and Korea go-to-market teams own the partner relationships and the commercial conversations; youre the operational layer underneath them and the person they come to when something about a partners onboarding order or payout needs to move. Youll also be the regional voice into Finance Deal Desk RevOps and the cloud alliance teams on anything that has to work differently in these markets.

Logistics

Minimum education: Bachelors 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 arent 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 prematurely and to submit an application if youre interested in this work. We think AI systems like the ones were building have enormous social and ethical implications. We think this makes representation even more important and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams remember that Anthropic recruiters only contact you some cases we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money fees or banking information before your first day. If youre ever unsure about a communication dont click any linksvisit for confirmed position openings.

How were different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact advancing our long-term goals of steerable trustworthy AI rather than work on smaller and more specific puzzles. We view AI research as an empirical science which has as much in common with physics and biology as with traditional efforts in computer science. Were an extremely collaborative group and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic including: GPT-3 Circuit-Based Interpretability Multimodal Neurons Scaling Laws AI & Compute Concrete Problems in AI Safety and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits optional equity donation matching generous vacation and parental leave flexible working hours and a lovely office space in which to collaborate with colleagues. Guidance on Candidates AI Usage:Learn aboutour policy for using AI in our application process.

Required Experience:

Manager

Employment Type : Full Time
Experience: years
Vacancy: 1