Channel Partner Manager
공고 요약
담당업무
한국 내 전략적 리셀러 및 시스템 통합업체와의 일상적 관계 관리 및 주요 현지 연락 창구 역할
파트너 딜 등록 및 파이프라인 관리, 등록 검증·분쟁 조정·최종 고객 보고
파트너 파이프라인과 분기별 매출 및 파트너 부착 목표 예측·보고, 한국 채널 매출 관리
파트너와의 재판매 계약 및 상업 조건 협상, 법무 및 중앙 프로그램팀과 협업
파트너 발굴·영향 기회에 대한 로컬 어카운트팀 공동 영업 및 직판·파트너 간 거래 충돌 관리
시스템 통합업체 및 전략적 리셀러와 사업계획 수립 및 공동 성장·매출 목표 추진
한국 파트너 조직의 임원급 관계 구축 및 복잡한 의사결정 구조 관리
파트너 실사·계약 체결부터 출시 전 준비까지 온보딩 전 과정 지원
파트너 인증 및 역량 강화 프로그램 조정, 한국어 교육 및 재인증 운영
AWS, Google Cloud, Microsoft Azure 등 클라우드 사업자와의 한국 내 파트너 관계 관리 및 마켓플레이스 프라이빗 오퍼 운영
채널 프로그램 거버넌스, 마진 구조, 이슈 escalation 관리 및 신규 프로세스 구축
파트너별 공동 계획에 따른 정기 사업 리뷰 및 QBR 운영
파트너별 공동 마케팅 계획 수립, MDF 운영 및 발표·캠페인·웨비나·이벤트를 통한 파이프라인 창출
자격요건
엔터프라이즈 소프트웨어 또는 클라우드 분야의 채널·리셀러 파트너 관계 관리 경험
대형 한국 시스템 통합업체 또는 클라우드 관리 서비스 제공업체와의 업무 경험
한국 엔터프라이즈·공공·금융 서비스 계정에서 파트너 주도 영업 방식에 대한 이해
딜 등록 및 파트너 등급 설정 등 채널 프로그램 운영 방식에 대한 실무 지식
한국어 완전한 비즈니스 유창성 및 서면·구두 영어 업무 능력
한국어로 파트너 대상 역량 강화 교육을 진행할 수 있는 능력
초기 프로그램에 합류해 프로세스가 없는 환경에서 직접 구조화하고 구축하는 역량
안전하고 유익한 AI 개발이라는 Anthropic의 미션에 대한 관심
접수방법
기업 사이트에서 지원
마감기한
상시채용
엔트로픽(Anthropic PBC) 지원하기 전 이력서 Check
시간이 없다면 AI와 한번에 수정해보세요
공고 원문
소개
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.
주요업무
• 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
자격요건
• 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
우대사항
• 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
혜택 및 복지
• 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
