Senior Ecosystem Sales Manager - Japan

📋 Description

• Lead strategic relationships with hyperscalers (AWS, Google) and partners in Japan.
• Develop joint business plans with key partners, including GTM and governance.
• Drive partner-sourced and partner-influenced demand aligned with sales priorities.
• Collaborate with GitLab AEs, ASMs, and leadership to integrate partners.
• Build and expand relationships with the GitLab field sales org to position partners.
• Coordinate cross-functional teams to progress opportunities toward ecosystem goals.
• Contribute to QBRs and annual planning with cloud forecasts and partner performance.
• Prepare and deliver partner-facing and internal presentations, territory plans, and reports.

🎯 Requirements

• Experience selling software development tools and ALM through partnerships.
• Background with hyperscalers (AWS, Google Cloud) and SI/solution providers.
• Knowledge of the Japan cloud market and partner ecosystem with established network.
• Track record building and growing partner ecosystems, incl. recruitment, joint solutions, GTM.
• Experience with B2B software sales, incl. open source and ISV environments.
• Effective communication and collaboration across sales, leadership, and partners; remain calm under pressure.
• Ability to work with GitLab values, use GitLab and Salesforce daily, and travel as required.
• Openness to diverse backgrounds and transferable skills for ecosystem sales and partner management.

🎁 Benefits

• Benefits to support health, finances, and well-being.
• Flexible Paid Time Off.
• Team Member Resource Groups.
• Equity Compensation & Employee Stock Purchase Plan.
• Growth and Development Fund.
• Home office support.