Director, Ecosystem Sales, Apj

**About GitLab**:
**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