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GitLab is seeking a Senior Ecosystem Sales Manager (ESM) for ASEAN to build and scale the company's partner business across the region. This is a senior individual-contributor role based in Singapore, responsible for managing GitLab's full ecosystem of partners: hyperscalers (AWS, GCP), large ASEAN-centric system integrators (SIs), and born-in-the-cloud/AI-native partners.
You will own strategic partner relationships across all partner types and drive partner-sourced and influenced revenue. Key responsibilities include:
- Build and scale partner-sourced and influenced business in ASEAN across hyperscalers, large SIs, and cloud-native/AI partners
- Develop deep, strategic relationships with priority partners through joint business plans, quarterly business reviews (QBRs), and named executive sponsorship
- Own hyperscaler relationship management and Marketplace motion with AWS and/or GCP
- Build and grow relationships with major ASEAN SIs and market-making channel/cloud-native partners, including emerging AI-native partners
- Drive partner-sourced pipeline and bookings against a quota tied to partner-sourced/generated revenue
- Partner closely with the ASEAN sales team to identify, support, and close partner-sourced opportunities
- Work with the ASEAN and APJ Ecosystem team to shape and refine the ASEAN Ecosystem coverage model
- Contribute to partner enablement, certification, and go-to-market programs suited to the ASEAN market
- Report on partner engagement health, pipeline contribution, and progress against strategic partner milestones
Success in the first 6–12 months means establishing joint business plans and active engagement cadences across priority partners, demonstrating movement of key relationships from transactional to strategic, growing partner-sourced pipeline and bookings against quota, and providing credible input into finalizing the ASEAN Ecosystem coverage model.
GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab.
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 business through partners across hyperscalers, large ASEAN-centric SIs, and born-in-the-cloud/AI-native partners (not narrowly specialized in one partner type)
- Direct experience managing hyperscaler relationships (AWS & GCP) including Marketplace motion
- Strong, credible existing network among ASEAN's major SIs and cloud-native/channel partners, with 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 to align internal sales, marketing, and partner-side stakeholders around joint goals
NICE TO HAVE:
- Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliance capacity
- Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems
- Experience designing or resetting a partner coverage model; comfort building process rather than inheriting one
