Senior Ecosystem Sales Manager

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• Build and scale GitLab's partner-sourced and influence business in Japan across hyperscalers, large Japan-centric SIs, and born-in-the-cloud/AI partners. • Develop deep, strategic (not transactional) 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 Japan SIs (e.g., SoftBank, Fujitsu, Hitachi, NTT) 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 Japan sales team to ensure partner-sourced opportunities are properly identified, supported, and closed. • Work with the Japan and APJ Ecosystem team to help shape and refine the Japan Ecosystem coverage model. • Contribute to partner enablement, certification, and go-to-market programs suited to the Japan 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 Japan-centric SIs, and born-in-the-cloud/AI-native partners — not narrowly specialized in just one partner type. • Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion. • A strong, credible existing network among Japan'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. • Native or business-fluent Japanese and strong business English (for regional collaboration with APJ leadership). • Based in or willing to relocate to Tokyo.

🏖️ 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