Reseller Operations Manager

About the role

Anthropic is expanding its reseller program in Japan and Korea. As our Reseller Operations Manager for Japan and Korea, you'll 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 role. In the first months you'll 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 don't, and represent Japan and Korea requirements in partner systems and automation work so manual volume doesn't 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. You'll run operational relationships with partners in both countries and work daily with a US-based team; proficiency doesn't 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 marketplace's 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

You'll report into Partner Experience and work day to day with two groups. The global Partner Operations team in San Francisco owns the reseller program's systems, and playbooks; our reseller operations owner there is your direct counterpart, and you'll 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; you're the operational layer underneath them, and the person they come to when something about a partner's onboarding, order, or payout needs to move. You'll 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.