We are seeking a Renewal Manager (Individual Contributor) to lead all aspects of enterprise customer renewals and drive long-term retention and growth. This individual contributor role is a key part of our customer success organization, passionate about ensuring timely renewals, identifying upsell opportunities, and reinforcing Elastic's value with our largest customers.
\nAs a Renewal Manager, you will run a portfolio of enterprise customer accounts, engaging proactively a minimum of 180 days before renewal to secure continued partnerships. You will drive the complete renewal cycle , from forecasting and negotiation to closure , ensuring a flawless customer experience. You will identify and qualify expansion and upsell opportunities during renewal discussions, collaborating with account executives and customer success managers as needed.
\nKey responsibilities include:
\nWe are looking for someone with proven success managing enterprise renewals or account portfolios in a SaaS subscription environment. You should have a deep understanding of renewal and retention processes, including forecasting, risk mitigation, and negotiation. Excellent communication and relationship-building skills across technical and executive audiences are essential.
\nIn addition to the skills and experience listed above, we are looking for someone who is passionate about technology, analytics, and open source solutions. Bonus points if you have prior experience in a renewals-specific or enterprise account management role, familiarity with Enterprise Search, Log Analytics, Security, APM, or Cloud solutions, or experience working in a data-driven, cross-functional environment with strong commercial ownership.
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\nLocation: Remote, United Arab Emirates
\nDepartment: Alliances and Channel
\nJob Description:
\nGitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organisations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.
\nThe same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
\nA strong partner ecosystem is crucial in the success and growth of GitLab's business. Partners are a strategic imperative for GitLab's continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross-functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales.
\nPartner Account Managers (Internal name is Ecosystem Sales Managers) are critical in recruiting and building relationships with partners. Partner Account Managers (Internal name is Ecosystem Sales Managers) also work with partners to establish and measure goals and performance including pipeline, revenue generation and growing their overall GitLab practice.
\nAll individual contributors are referred to as “Ecosystem Sales Managers” or “ESM” and share the same primary requirements, responsibilities, and performance indicators.
\nResponsibilities:
\nLeads major ecosystem partner initiatives, develops long-term strategic plans for ecosystem partner growth.
\nExtensive communication both internally at senior levels and externally with major partners.
\nHigh, influencing key strategic decisions and ecosystem partner performance.
\nCoordinate/facilitate the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives.
\nBuild, maintain, and manage relationships with the Gitlab field sales organization.
\nProactively engage with GitLab AEs, ASMs and geo leadership.
\nWork closely with local System Integrators, Solution providers, Managed Services Partners and Hyperscalers (AWS & Google).
\nDesign and execute comprehensive joint business plans with partners, including detailed partner account mapping, go-to-market strategies, and governance models to ensure a robust and mutually beneficial relationship.
\nIdentify and support regional-specific demand generation/pipeline building activities with strategic partners.
\nContribute to quarterly business reviews (QBRs) within your assigned territory.
\nParticipate in annual planning within the Ecosystem organization.
\nProvide cloud-related weekly forecasts and/or progress reports.
\nPrepare presentations, territory plans and reports as required.
\nKnowledge:
\nIn-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations.
\nWhat you'll bring:
\nExperience selling software development tools and/or application lifecycle management solutions via strategic partnerships.
\nStrong network across the partner ecosystem in MEA region.
\nBe an expert of Partner Ecosystems in in MEA region and the Cloud market.
\nExperience selling open source solutions.
\nExperience with B2B sales.
\nInterest in GitLab, and open source software.
\nEffective written and verbal communication skills.
\nStrong interpersonal skills and an ability to remain calm under pressure.
\nEstablished personal network within the industry.
\nResults-oriented perspective.
\nYou share our values, and work in accordance with those values.
\nAbility to use GitLab.
\nExperience with Salesforce.
\nAbility to travel up to 50% and comply with the company’s travel policy.
\nLanguage Proficiency: Fluent English and Arabic
\nHow GitLab Supports Full-Time Employees:
\nBenefits to support your health, finances, and well-being.
\nFlexible Paid Time Off.
\nTeam Member Resource Groups.
\nEquity Compensation & Employee Stock Purchase Plan.
\nGrowth and Development Fund.
\nParental leave.
\nHome office support.
\nPlease 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.
\nCountry Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
\nPrivacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
\nGitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
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