Description
GitLab is seeking a Senior Ecosystem Sales Manager for Japan. The successful candidate will be responsible for building and scaling GitLab's partner business in Japan across hyperscalers, large Japan-centric system integrators (SIs), and born-in-the-cloud/AI-native partners.
The Ecosystem Sales Manager (ESM), Japan is a senior, market-facing role responsible for building and scaling GitLab's partner business in Japan. You will develop deep, strategic relationships with a focused set of priority partners, own hyperscaler relationship management and Marketplace motion with AWS and/or GCP, and build and grow relationships with major Japan SIs.
Key responsibilities include:
- Building and scaling GitLab's partner-sourced and influence business in Japan
- Developing deep, strategic relationships with priority partners
- Owning hyperscaler relationship management and Marketplace motion
- Building and growing relationships with major Japan SIs and cloud-native/AI partners
- Driving partner-sourced pipeline and bookings
Requirements:
- 15+ years of experience in channel/alliance/partner management or ecosystem sales
- Extensive experience scaling a business through partners across hyperscalers, large Japan-centric SIs, and born-in-the-cloud/AI-native partners
- Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure)
- A strong, credible existing network among Japan's major SIs and cloud-native/channel partners
- Comfort carrying a partner-sourced revenue quota
- Strong stakeholder management skills
- Native or business-fluent Japanese and strong business English
Nice to have:
- Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliances capacity
- Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems
- Experience helping design or reset a partner coverage model
What success looks like in the first 6-12 months:
- Joint business plans and an active engagement cadence 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 Japan Ecosystem coverage model