# Senior Ecosystem Sales Manager (ESM)- ASEAN

**Company**: GitLab
**Location**: Singapore
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/gitlab/jobs/8808524002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_26d95d57-8ce

## Description

GitLab is seeking a Senior Ecosystem Sales Manager (ESM)- ASEAN to lead the partner business in ASEAN countries. The successful candidate will build and scale GitLab's partner-sourced and influence business across hyperscalers, large ASEAN-centric system integrators (SIs), and born-in-the-cloud/AI-native partners.

**About the Role** Based in Singapore, this senior, market-facing role is responsible for building and scaling GitLab's partner business in ASEAN countries. The ideal candidate will have a strong background in channel/alliance/partner management or ecosystem sales, preferably within enterprise software, DevOps, or cloud infrastructure.

**Responsibilities**

- Build and scale GitLab's partner-sourced and influence business in ASEAN across hyperscalers, large ASEAN-centric SIs, and born-in-the-cloud/AI partners.

- Develop deep, strategic relationships with a focused set of priority partners , joint business plans, QBRs, and named executive sponsorship.

- Own hyperscaler relationship management and Marketplace motion with AWS and/or GCP.

- Build and grow relationships with major ASEAN SIs and market-making channel/born-in-the-cloud partners and emerging AI-native partners.

- Drive partner-sourced pipeline and bookings, and carry a quota tied to partner-sourced/generated revenue.

- Partner closely with the ASEAN sales team to ensure partner-sourced opportunities are properly identified, supported, and closed.

- Work with the ASEAN and APJ Ecosystem team to help shape and refine the ASEAN Ecosystem coverage model.

- Contribute to partner enablement, certification, and go-to-market programs suited to the ASEAN market.

- Report on partner engagement health, pipeline contribution, and progress against strategic-partner milestones.

**Requirements**

- 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure.

- Extensive, well-rounded experience scaling a business through partners across hyperscalers, large ASEAN-centric SIs, and born-in-the-cloud/AI-native partners.

- Direct experience managing hyperscaler relationships (AWS & GCP) including Marketplace motion.

- A strong, credible existing network among ASEAN's major SIs and cloud-native/channel partners, with a track record of moving relationships from transactional to strategic.

- Comfort carrying a partner-sourced revenue quota and being measured on pipeline origination, not just deal closure.

- Strong stakeholder management skills , able to align internal sales, marketing, and partner-side stakeholders around joint goals.

**Nice to Have**

- Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliance capacity.

- Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.

- Experience helping design or reset a partner coverage model, comfortable building process rather than only inheriting one.

**What Success Looks Like (First 6–12 Months)**

- Joint business plans and an active engagement cadence (e.g., QBRs) in place across priority hyperscaler, SI, and cloud-native/AI partners.

- Demonstrable movement of key partner relationships from transactional to strategic engagement.

- Growing partner-sourced pipeline and bookings against quota.

- Credible input into finalizing the ASEAN Ecosystem coverage model, grounded in on-the-ground partner relationships.

**Benefits**

- Benefits to support your health, finances, and well-being

- Flexible Paid Time Off

- Team Member Resource Groups

- Equity Compensation & Employee Stock Purchase Plan

- Growth and Development Fund

- Parental Leave

## Skills

### Required
- channel management
- partner management
- ecosystem sales
- hyperscaler relationships
- AWS
- GCP
- stakeholder management

### Nice to have
- GitLab
- DevSecOps
- cloud infrastructure
- AI-native partners

---

Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/gitlab/jobs/8808524002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)