Ecosystem Sales Manager

The Ecosystem Sales Manager (ESM), Japan is a senior, market-facing role responsible for building and scaling GitLab's partner business in Japan across the full breadth of the ecosystem: hyperscalers, large Japan-centric system integrators (SIs), and born-in-the-cloud / AI-native partners. This is a senior individual-contributor role for someone who has already built a career scaling partner-sourced and influenced revenue in Japan — someone who knows the hyperscaler ecosystem (AWS & GCP), has deep, credible relationships with Japan's major SIs, and understands how to engage newer-generation cloud-native and AI partners. What You'll Do: - 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 relationships with a focused set of priority partners — joint business plans, QBRs, and named executive sponsorship. - Own hyperscaler relationship management and Marketplace motion with AWS and/OR GCP. - Build and grow relationships with major Japan SIs (e.g., SoftBank, Fujitsu, Hitachi, NTT) 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. - Partner closely with the Japan sales team to ensure partner-sourced opportunities are properly identified, supported, and closed. - Work with the Japan and APJ Ecosystem team to help shape and refine the Japan Ecosystem coverage model. - Contribute to partner enablement, certification, and go-to-market programs suited to the Japan market. - Report on partner engagement health, pipeline contribution, and progress against strategic-partner milestones. What We're Looking For: - 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 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. - Strong stakeholder management skills. - Native or business-fluent Japanese and strong business English. - Based in or willing to relocate to Tokyo.