Senior Ecosystem Sales Manager - Japan
RemoteSeniorAPACCloud ComputingSoftwareSales ManagerChannel Sales ManagerTeam LeadershipRecords ManagementReportingB2BSalesforce
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Requirements
- Experience selling software development tools and application lifecycle management solutions through strategic partnerships
- Background working with hyperscalers such as Amazon Web Services and Google Cloud, and with system integrators, solution providers, and managed services partners
- Knowledge of the partner ecosystem and cloud market in Japan with an established network across key ecosystem partners
- Track record building, managing, and growing partner ecosystems, including partner recruitment, joint solutions, and go-to-market activities
- Experience with B2B software sales, ideally including open source and independent software vendor environments
- Effective communication and interpersonal skills, with the ability to collaborate across sales, leadership, and partner organisations and remain calm under pressure
- Ability to work in line with GitLab’s values, use GitLab and Salesforce in daily work, and travel as required while following company travel policies
- Openness to diverse backgrounds and transferable skills that align with ecosystem sales, partner management, and software sales responsibilities
- The Ecosystem Sales team is responsible for building, enabling, and growing a high-performing partner network that extends GitLab’s AI-powered DevSecOps platform into the market. As a Senior Ecosystem Sales Manager, you’ll be part of a distributed, all-remote team that works asynchronously across regions and closely with GitLab’s direct sales, marketing, and customer success teams to drive joint pipeline, NetARR, and services adoption through hyperscalers, system integrators, solution providers, and managed services partners. The team is focused on deepening strategic relationships with partners like AWS and Google, co-creating solutions and joint go-to-market motions, and scaling a repeatable ecosystem model in Japan while maintaining GitLab’s vendor-neutral positioning with cloud providers.
- How GitLab will support you
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
- Country Hiring Guidelines:
Responsibilities
- Lead strategic relationships with hyperscalers (AWS and Google), system integrators, solution providers, and managed services partners across Japan to grow GitLab adoption.
- Develop and execute joint business plans with key partners, including partner account mapping, go-to-market strategies, and governance models that drive pipeline and revenue.
- Drive partner-sourced and partner-influenced demand generation activities in your territory, ensuring strong alignment with regional sales priorities and ecosystem objectives.
- Collaborate closely with GitLab AEs, Area Sales Managers (ASMs), and sales leadership to integrate partners throughout the sales cycle and support NetARR performance in aligned territories.
- Build, maintain, and expand strong working relationships with the GitLab field sales organisation to ensure partners are positioned as a core extension of the sales motion.
- Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership and support, to progress opportunities and achieve ecosystem sales goals.
- Contribute to quarterly business reviews (QBRs) and annual planning within the Ecosystem organization, providing cloud-related forecasts, progress updates, and insights on partner performance.
- Prepare and deliver partner-facing and internal presentations, territory plans, and reports that communicate strategy, execution, and measurable outcomes for your ecosystem portfolio.
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