Senior Ecosystem Sales Manager, Japan

GitLab
Japan
Workplace: RemoteFull timeFunction: SalesExperience: 15+ yearsSkills: ["Stakeholder management","Relationship management","Strategic planning","Pipeline management","Business communication"]

Own and scale GitLab’s partner-sourced and influenced revenue in Japan across hyperscalers, large Japan-centric system integrators, and born-in-the-cloud/AI-native partners. Build strategic (not transactional) relationships through joint business plans, QBRs, and executive sponsorship, manage hyperscaler and Marketplace motion with AWS and/or GCP, and drive partner pipeline and bookings against quota. Partner with the Japan sales team and APJ Ecosystem team to refine coverage and enablement.

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FursaFursa
GitLab
GitLab
1 month ago

Senior Ecosystem Sales Manager, Japan

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Source: Company careers pageValidated by: Fursa AI
Last checked: 16 hours agoStatus: Live
Reposted: similar role first listed 7 months ago

Job Summary

Own and scale GitLab’s partner-sourced and influenced revenue in Japan across hyperscalers, large Japan-centric system integrators, and born-in-the-cloud/AI-native partners. Build strategic (not transactional) relationships through joint business plans, QBRs, and executive sponsorship, manage hyperscaler and Marketplace motion with AWS and/or GCP, and drive partner pipeline and bookings against quota. Partner with the Japan sales team and APJ Ecosystem team to refine coverage and enablement.
Location: Japan
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Build and scale GitLab’s partner-sourced and influence business in Japan across hyperscalers, large Japan-centric SIs, and born-in-the-cloud/AI partners.
  • •Develop deep, strategic partner relationships with joint business plans, QBRs, and named executive sponsorship.
  • •Own hyperscaler relationship management and Marketplace motion with AWS and/or GCP.
  • •Grow relationships with major Japan SIs and market-making channel/born-in-the-cloud and emerging AI-native partners.
  • •Drive partner-sourced pipeline and bookings against a quota tied to partner-generated revenue, and report on engagement health and milestones.

Pay and Benefits

Perks:EquityPaid LeaveParental LeaveLearning Budget

Key Requirements

  • •15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally in enterprise software, DevOps, or cloud infrastructure.
  • •Experience scaling partner-sourced revenue across hyperscalers, Japan-centric SIs, and born-in-the-cloud/AI-native partners.
  • •Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion.
  • •A strong existing network among Japan’s major SIs and cloud-native/channel partners with a track record of moving relationships to strategic engagement.
  • •Japanese native or business-fluent Japanese plus strong business English; based in or willing to relocate to Tokyo.
Experience:15+ yearsEnterprise softwareDevOpsCloud infrastructureChannel/alliancesPartner managementDeveloper toolsDevSecOps
Skills:Stakeholder managementRelationship managementStrategic planningPipeline managementBusiness communication
Languages:JapaneseEnglish
Tech Stack:GitLabDevSecOpsAWSGCPAzureMarketplaceQBRs

Company Brief

GitLab
Provides a single application for the complete DevSecOps lifecycle, offering source code management, CI/CD, security, and collaboration tools to help teams deliver software faster and more securely.
Industry: Developer Tools
Company Size: Enterprise (1,001+ employees)
Revenue: USD 250M to 500M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2011
WebsiteLinkedIn