# Senior Ecosystem Sales Manager, Japan

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

**Apply**: https://job-boards.greenhouse.io/gitlab/jobs/8640173002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_80185537-267

## 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

## Skills

### Required
- channel management
- ecosystem sales
- hyperscaler relationships
- partner management
- stakeholder management
- Japanese
- English

### Nice to have
- AWS
- GCP
- Azure
- GitLab
- DevSecOps

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/gitlab/jobs/8640173002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)