Partners with Account Executives on opportunities, designing solutions, delivering demos and workshops, and managing proof-of-value evaluations across cloud and observability technologies.
About this role
This is a senior individual-contributor role on GitLab’s APJ Ecosystem team, focused on building and scaling the partner business in Japan. The role covers hyperscalers, major Japan-centric system integrators, and born-in-the-cloud or AI-native partners, with an emphasis on developing a focused set of strategic relationships.
The manager will create joint business plans, run QBRs, support executive sponsorship, manage the AWS and/or GCP Marketplace motion, and develop relationships with major system integrators and emerging partners. The role also drives partner-sourced pipeline and bookings, carries a quota tied to partner-generated revenue, supports partner enablement and certification, and reports on engagement health and strategic milestones.
Applicants should have 15 or more years of experience in channel, alliance, partner management, or ecosystem sales. The posting also calls for experience scaling partner-sourced or partner-influenced revenue in Japan, knowledge of the hyperscaler ecosystem including AWS and GCP, and credible relationships with major Japanese system integrators.
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