Director, Ecosystem Sales, APJ

Roles & Responsibilities

About GitLab

GitLab is the DevSecOps platform that empowers organizations to maximize the overall return on software development. GitLab is a single application for the entire DevSecOps lifecycle, enabling teams to collaborate better, ship faster, and operate securely. With a focus on inclusivity, transparency, and results, GitLab is an all-remote company that values employee growth and the impact of technology on society.

Position Overview

The Director, Ecosystem Sales, APJ, leads a team of Ecosystem Sales Managers working with GitLab's hyperscaler and services/solutions partners to drive field engagement and co-selling across the Asia-Pacific Japan region. This role will oversee strategic initiatives to accelerate revenue growth, expand joint go-to-market motions, and strengthen relationships with these critical partners throughout APJ markets. The Director of Ecosystem Sales, APJ, will work cross-functionally with GitLab's sales, marketing, product, finance, and legal teams to ensure alignment and execution on regional strategic goals.

Responsibilities

Strategic Partnership Management

• Build and maintain senior-level relationships with hyperscaler partners to drive joint revenue opportunities across APJ markets
• Develop and execute region-specific strategies for each partner, accounting for local market dynamics, regulatory requirements, and cultural considerations across APJ countries
• Navigate diverse business practices and partnership models across different APJ markets

Team Leadership

• Lead and develop a high-performing team of Ecosystem Sales Managers focused on partner success and field engagement across the APJ region
• Foster a culture of accountability, collaboration, and continuous improvement within the team, embracing cultural diversity across APJ markets
• Manage talent across multiple time zones and cultural contexts within the APJ region

Revenue Growth

• Own and achieve revenue targets associated with partnerships across APJ, including driving partner-influenced and partner-sourced opportunities
• Collaborate with GitLab's direct sales teams across APJ to integrate partner solutions into customer engagements and maximize deal outcomes
• Adapt sales strategies to meet the unique needs and buying behaviors of APJ enterprise customers

Go-to-Market Execution

• Lead the creation and execution of joint go-to-market plans tailored to APJ markets, including localized campaigns, field engagement, and regional events
• Partner with marketing teams to design initiatives that increase market awareness and adoption of GitLab through ecosystem partnerships in APJ
• Coordinate with local marketing teams to ensure cultural relevance and market fit across different APJ countries

Cross-Functional Collaboration

• Work closely with product and engineering teams to align on strategic initiatives that drive deeper technical integrations and differentiated value propositions for APJ markets
• Collaborate with partner enablement teams to ensure technical and sales readiness across partner organizations in the region
• Coordinate with regional sales leadership to align partnership strategies with overall APJ business objectives

Ecosystem Strategy & Innovation

• Identify and assess emerging strategic partners that align with GitLab's business goals and technology vision in the APJ region
• Stay informed on APJ-specific industry trends, competitive dynamics, and regulatory changes to inform partnership strategies and priorities
• Understand unique technology adoption patterns and digital transformation trends across APJ markets

Requirements

• Proven experience managing strategic partnerships with enterprise technology companies or hyperscalers in the APJ region
• Demonstrated success in driving revenue growth through partner-influenced and partner-sourced sales across diverse APJ markets
• Strong understanding of DevOps, cloud computing, and enterprise software markets with specific knowledge of APJ technology landscape
• Experience working across multiple APJ countries and understanding of regional business practices, cultural nuances, and regulatory environments
• Exceptional relationship-building skills with the ability to influence and negotiate at all levels of partner organizations across different cultures
• Excellent communication and presentation skills in English, with the ability to convey complex concepts to diverse audiences across APJ markets
• Experience working in a global, remote-first environment and managing cross-functional teams across multiple time zones
• Ability to think strategically and execute tactically, with a data-driven approach to decision-making adapted to regional market conditions

Preferred Qualifications

• Familiarity with GitLab's product and ecosystem
• Experience working with hyperscalers and scaling joint go-to-market initiatives in APJ markets
• MBA or equivalent advanced degree
• Previous experience living or working extensively in the APJ region

Tell employers what skills you have
Digital Transformation
Cloud Computing
Dynamics
Transparency
Strategy
Direct Sales
Enterprise Software
Team Leadership
Accountability
Revenue Growth
Presentation Skills
Regulatory Requirements
Strategic Partnerships
Motions

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