Senior Ecosystem Sales Manager (ESM)- ASEAN

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