Senior Ecosystem Sales Manager, Japan
GitLabDevOps Platform company
JapanSenior
Khosla Ventures
GV
ICONIQ Capital
Goldman Sachs
Y Combinator
August Capital
Sales & Account Management
About the role
TL;DR
Build and scale GitLab's partner business in Japan across hyperscalers, SIs, and cloud-native/AI partners.
- •The Ecosystem Sales Manager (ESM), Japan is a senior, market-facing role responsible for building and scaling GitLab's partner business in Japan across hyperscalers, large Japan-centric system integrators (SIs), and born-in-the-cloud / AI-native partners.
- •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 (not transactional) relationships with a focused set of priority partners.
- •Own hyperscaler relationship management and Marketplace motion with AWS and/OR GCP.
- •Build and grow relationships with major Japan SIs and market-making channel/born-in-the-cloud partners and emerging AI-native partners.
- •Drive partner-sourced pipeline and bookings, and carry a quota tied to partner-sourced/generated revenue.
- •Requirements 15+ years of experience in channel/alliance/partner management or ecosystem sales.
- •Extensive experience scaling a business through partners across hyperscalers, large 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, credible existing network among Japan's major SIs and cloud-native/channel partners.
- •Comfort carrying a partner-sourced revenue quota.
- •Native or business-fluent Japanese and strong business English.
- •Based in or willing to relocate to Tokyo.
Required skills
AWSGoogle CloudAzureSalesforceHubSpotChannel SalesBusiness DevelopmentEnterprise SalesAccount ManagementNegotiationMarket Analysis
Domain expertise
developer-toolsaiproductivity
Benefits & perks
Equity Compensation, Employee Stock Purchase Plan, Parental Leave, Growth and Development Fund, Flexible Paid Time Off
Tech stack
AWSGoogle CloudAzure
