Senior Ecosystem Sales Manager – ASEAN

This is a fully remote position, open to applicants in Singapore.

📋 Description

• Develop and expand GitLab's partner-driven and influence business within the ASEAN region, focusing on hyperscalers, prominent ASEAN-centric SIs, and cloud/AI-native partners.

• Cultivate strong, strategic partnerships with key partners through collaborative business plans, quarterly business reviews (QBRs), and executive sponsorship initiatives.

• Manage relationships with hyperscalers and oversee Marketplace operations with AWS and/or GCP.

• Foster and enhance connections with significant ASEAN SIs, channel partners, and emerging AI-focused partners.

• Drive the partner-sourced pipeline and bookings, with a quota linked to revenue generated through partners.

• Collaborate with the ASEAN sales team to identify, support, and finalize partner-sourced opportunities.

• Contribute to the development and refinement of the ASEAN Ecosystem coverage model.

• Assist in partner enablement, certification, and go-to-market initiatives for the ASEAN region.

• Report on the health of partner engagement, pipeline contributions, and milestones with strategic partners.

• Create joint business plans and establish engagement rhythms with priority partners.

• Transition key partner relationships from transactional interactions to strategic collaborations.

• Expand the partner-sourced pipeline and bookings in alignment with quota expectations.

⛳️ Requirements

• Over 15 years of experience in channel, alliance, or partner management, or ecosystem sales, preferably in enterprise software, DevOps, or cloud infrastructure.

• Comprehensive experience in scaling businesses through partnerships with hyperscalers, significant ASEAN-centric SIs, and cloud/AI-native partners.

• Direct experience in managing hyperscaler relationships (AWS & GCP), including Marketplace operations.

• A robust and credible network among major SIs and cloud-native/channel partners in ASEAN.

• Proven ability to transition relationships from transactional to strategic engagements.

• Comfort with carrying a partner-sourced revenue quota and being assessed on pipeline origination.

• Strong stakeholder management abilities.

• Nice to have: previous experience at or with AWS or GCP in a partner or alliance role.

• Nice to have: familiarity with GitLab, DevSecOps, or related developer-tooling ecosystems.

• Nice to have: experience in designing or restructuring a partner coverage model.

🏝️ Benefits

• Comprehensive benefits to enhance your health, financial stability, and overall well-being.

• Flexible Paid Time Off policy.

• Access to Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund for professional advancement.

• Parental Leave support.