The opportunity
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…
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.
What they're looking for
- + 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.
