Senior Ecosystem Sales Manager, Japan
Senior individual contributor responsible for building GitLab’s partner-sourced revenue in Japan across hyperscalers, major system integrators, and cloud-native or AI partners. The role requires 15+ years of ecosystem or alliance experience, hyperscaler Marketplace expertise, strong Japanese partner relationships, and fluency in Japanese and English.
About the job
Responsibilities
- Build and scale GitLab’s partner-sourced and partner-influenced business in Japan across hyperscalers, large Japan-centric system integrators, and born-in-the-cloud or AI-native partners.
- Develop strategic relationships with priority partners through joint business plans, QBRs, and named executive sponsorship.
- Own hyperscaler relationship management and Marketplace motions with AWS and/or GCP.
- Build relationships with major Japan SIs, including SoftBank, Fujitsu, Hitachi, and NTT, as well as channel and emerging AI-native partners.
- Drive partner-sourced pipeline and bookings while carrying a quota tied to partner-sourced or partner-generated revenue.
- Partner with the Japan sales team to identify, support, and close partner-sourced opportunities.
- Help shape and refine the Japan Ecosystem coverage model with the Japan and APJ Ecosystem teams.
- Contribute to partner enablement, certification, and Japan-market go-to-market programs.
- Report on partner engagement health, pipeline contribution, and strategic-partner milestones.
Requirements
- 15+ years of experience in channel, alliance, partner management, or ecosystem sales, ideally in enterprise software, DevOps, or cloud infrastructure.
- Extensive experience scaling businesses through hyperscalers, large Japan-centric SIs, and born-in-the-cloud or AI-native partners.
- Direct experience managing hyperscaler relationships with AWS, GCP, and/or Azure, including Marketplace motions.
- A credible existing network among Japan’s major SIs and cloud-native or channel partners.
- Track record of moving relationships from transactional to strategic.
- Experience carrying a partner-sourced revenue quota and being measured on pipeline origination.
- Strong stakeholder-management skills and the ability to align internal and partner-side stakeholders around joint goals.
- Native or business-fluent Japanese and strong business English.
- Based in or willing to relocate to Tokyo.
Nice to Have
- Experience at or with a hyperscaler such as AWS or GCP in a partner or alliances capacity.
- Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
- Experience designing or resetting a partner coverage model and building new processes.
Compensation and Benefits
- Benefits supporting health, finances, and well-being.
- Flexible paid time off.
- Team Member Resource Groups.
- Equity compensation and Employee Stock Purchase Plan.
- Growth and Development Fund.
- Parental leave.
Skills
AWS, GCP, Microsoft Azure, Aws Marketplace, Channel Management, Alliance Management, Partner Management, DevOps, DevSecOps, Cloud Infrastructure, System Integrators, Go-to-Market Strategy, Pipeline Development, Stakeholder Management
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