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GitLab is seeking a Senior Ecosystem Sales Manager for Japan to build and scale the company's partner business across hyperscalers (AWS, GCP), large Japan-centric system integrators (SoftBank, Fujitsu, Hitachi, NTT), and emerging cloud-native/AI-native partners.
This is a senior individual-contributor role focused on developing deep, strategic partnerships rather than transactional relationships. You will own the full partner ecosystem motion in Japan, including hyperscaler relationship management and Marketplace activities, joint business planning, quarterly business reviews, and named executive sponsorship of priority partners.
Key responsibilities include: building and scaling partner-sourced and influenced revenue; developing strategic relationships with a focused set of priority partners; managing hyperscaler relationships with AWS and/or GCP; building relationships with major Japan SIs and emerging AI-native partners; driving partner-sourced pipeline and bookings against a quota tied to partner-generated revenue; partnering closely with the Japan sales team to identify and close partner-sourced opportunities; shaping the Japan Ecosystem coverage model; contributing to partner enablement and certification programs; and reporting on partner engagement health and pipeline contribution.
You will bring 15+ years of experience in channel, alliance, or partner management within enterprise software, DevOps, or cloud infrastructure. You need extensive, well-rounded experience scaling business through multiple partner types (hyperscalers, large SIs, and cloud-native partners), direct hyperscaler relationship management experience including Marketplace motion, and a strong existing network among Japan's major SIs and cloud partners with a track record of moving relationships from transactional to strategic. You must be comfortable carrying a partner-sourced revenue quota and being measured on pipeline origination. Strong stakeholder management skills are essential to align internal sales, marketing, and partner-side stakeholders. Native or business-fluent Japanese and strong business English are required. Based in or willing to relocate to Tokyo.
