Senior Ecosystem Sales Manager

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

📋 Description

• Develop and expand GitLab's partner-driven and influence business in Japan, focusing on hyperscalers, major Japan-centric SIs, and cloud/AI partners.

• Establish profound, strategic (rather than transactional) relationships with a select group of priority partners, including joint business plans, QBRs, and named executive sponsorship.

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

• Cultivate and enhance connections with leading Japan SIs (such as SoftBank, Fujitsu, Hitachi, NTT) along with market-making channel/born-in-the-cloud partners and up-and-coming AI-native partners.

• Propel partner-sourced pipeline and bookings while maintaining a quota linked to partner-sourced/generated revenue.

• Collaborate closely with the Japan sales team to ensure that partner-sourced opportunities are accurately identified, supported, and successfully closed.

• Partner with the Japan and APJ Ecosystem team to help shape and refine the coverage model for the Japan Ecosystem.

• Contribute to partner enablement, certification, and go-to-market initiatives tailored to the Japanese market.

• Provide reports on partner engagement health, pipeline contributions, and progress against strategic partner milestones.

⛳️ Requirements

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

• Comprehensive, diverse experience in scaling a business through partners across hyperscalers, large Japan-centric SIs, and born-in-the-cloud/AI-native partners, rather than being narrowly focused on a single partner type.

• Direct experience in managing hyperscaler relationships (AWS, GCP, and/or Azure), including Marketplace activities.

• A strong and credible existing network among Japan's major SIs and cloud-native/channel partners, with a proven ability to evolve relationships from transactional to strategic.

• Comfort in managing a partner-sourced revenue quota and being evaluated on pipeline origination, not solely on deal closure.

• Excellent stakeholder management skills, capable of aligning internal sales, marketing, and partner-side stakeholders around common objectives.

• Native or business-fluent Japanese, along with proficient business English for regional collaboration with APJ leadership.

• Located in or willing to relocate to Tokyo.

🏝️ Benefits

• Benefits designed to support your health, financial, and overall well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.