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GitLab's APJ Ecosystem team builds and scales the partner (channel, alliance, and hyperscaler) motion across the region. ASEAN is a strategic market for GitLab, and this hire is central to strengthening our partner ecosystem there — deepening a smaller number of high-value partnerships rather than spreading thin across many transactional ones.
About the RoleBased in Singapore, our Ecosystem Sales Manager (ESM)- ASEAN, is a senior, market-facing role responsible for building and scaling GitLab's partner business in ASEAN countries across the full breadth of the ecosystem: hyperscalers, large ASEAN-centric system integrators (SIs), and born-in-the-cloud / AI-native partners. We are looking for someone with the range and seniority to credibly own strategic partner relationships across all of these partner types, and to help grow our business through these partners.
This is a senior individual-contributor role for someone who has already built a career scaling partner-sourced and influenced revenue in ASEAN, someone who knows the hyperscaler ecosystem (AWS & GCP), has deep, credible relationships with ASEAN's major SIs, and understands how to engage newer-generation cloud-native and AI partners as they become an increasingly important part of the go-to-market.
What You'll Do- Build and scale GitLab's partner-sourced and influence business in ASEAN across hyperscalers, large ASEAN-centric SIs, and born-in-the-cloud/AI partners.
- Develop deep, strategic (not transactional) 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 ASEAN 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.
- Partner closely with the ASEAN sales team to ensure partner-sourced opportunities are properly identified, supported, and closed.
- Work with the ASEAN and APJ Ecosystem team to help shape and refine the ASEAN Ecosystem coverage model.
- Contribute to partner enablement, certification, and go-to-market programs suited to the ASEAN market.
- Report on partner engagement health, pipeline contribution, and progress against strategic-partner milestones.
- 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 ASEAN-centric SIs, and born-in-the-cloud/AI-native partners — not narrowly specialized in just one partner type.
- Direct experience managing hyperscaler relationships (AWS & GCP) including Marketplace motion.
- A strong, credible existing network among ASEAN's major SIs and cloud-native/channel partners, with a track record of moving relationships from transactional to strategic.
- Comfort carrying a partner-sourced revenue quota and being measured on pipeline origination, not just deal closure.
- Strong stakeholder management skills — able to align internal sales, marketing, and partner-side stakeholders around joint goals.
- Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliance capacity.
- Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
- Experience helping design or reset a partner coverage model, comfortable building process rather than only inheriting one.
- Joint business plans and an active engagement cadence (e.g., QBRs) in place across priority hyperscaler, SI, and cloud-native/AI partners.
- Demonstrable movement of key partner relationships from transactional to strategic engagement.
- Growing partner-sourced pipeline and bookings against quota.
- Credible input into finalizing the ASEAN Ecosystem coverage model, grounded in on-the-ground partner relationships.
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
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