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About the Role
Manage and execute global expansion and upsell operations for Next Generation Trust Security (NGTS) and Quantum Safe Security solutions, driving growth across the worldwide active renewal base.
Responsibilities
- Partner closely with the Director to execute commercial plays designed to drive ACV expansion, overconsumption capture, and Quantum Safe Security cross-sell across all worldwide renewal cohorts.
- Maintain a tight daily operational loop with the global Idira renewal organization to monitor upcoming renewal cohorts, review customer entitlement data, and identify candidate accounts for expansion.
- Co-sell and collaborate directly with M&T Specialists and field account teams globally to align commercial transition strategies, co-develop proposals, and ensure a unified front during customer contract discussions.
- Work directly with M&T Specialists, Domain Consultants, and Finance to build Bills of Materials (BOM), model commercial transition scenarios, and resolve deal-desk friction on complex upsell opportunities.
- Conduct systematic usage audits across target accounts to identify overconsumption, providing actionable data to regional M&T reps to structure value-capture agreements during renewal windows.
- Develop practical, rep-facing resources—such as commercial calculators, transition playbooks, and deal cheat sheets—that help M&T Specialists and Idira Renewal Managers position NGTS and Quantum upsells effectively.
- Act as the operational bridge across Product Management, Technical Consultants, Finance, and regional sales leads globally to keep expansion deals moving and resolve execution hurdles.
- Maintain clean CRM records in Salesforce and operational dashboards in Tableau to provide clear, actionable global pipeline visibility and forecasting data.
- Help establish standard global operating procedures, playbooks, and onboarding workflows as the dedicated upsell team expands across regions.
Requirements
- 8+ years in Renewal Management, Account Management, Customer Success, GTM Operations, or Commercial Deal Execution within enterprise cybersecurity or SaaS, ideally supporting global accounts or multi-region theaters.
- Strong background working alongside domain specialists (M&T Specialists), renewal managers, and customer success teams to drive expansion revenue within existing accounts.
- Practical experience assembling BOMs, navigating enterprise contract terms, structuring upgrade pricing models, and managing deal-desk approvals across complex global deal frameworks.
- Solid understanding of SaaS renewal lifecycles, software entitlement tracking, overconsumption capture, and contract transition workflows.
- Ability to quickly master and communicate enterprise security concepts, certificate lifecycle management, and cryptographic transitions in business conversations.
- Comfortable managing day-to-day deal support and administrative workflows directly across global regions, with the capability to coach and lead future team members.
- Daily proficiency in Salesforce, Tableau, and Google Workspace for tracking global pipelines, analyzing account usage, and reporting.
- Experience in Certificate Lifecycle Management (CLM), PKI, or identity and trust security domains.
- Proven track record supporting structured upsell desks, migration programs, or GTM scaling initiatives within a global matrixed tech organization.
Skills
- Salesforce
- Tableau
- Google Workspace
- Certificate Lifecycle Management (CLM)
- PKI
- Identity and trust security
Location
- Remote
Work Type
- Remote
- Hybrid
Experience Level
- Senior
- 8+ years
Salary/Compensations
- $167,300.00 - $270,600.00/yr
Benefits
- Restricted stock units
- Bonus
About the Company
- At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life.
- We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking.
- In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry.
- We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
- We are trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
- It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
Equal Opportunity
- We are committed to providing reasonable accommodations for all qualified individuals with a disability.
- Palo Alto Networks is an equal opportunity employer.
- We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
- All your information will be kept confidential according to EEO guidelines.