Senior Manager, Dig Security
Renewals Representatives
Leading cybersecurity protections and software platform
Be an early applicant
Leading cybersecurity protections and software platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- 5 + years of experience in:
- Managing a team of Renewal Representatives responsible for increasing ARR bookings or similar subscription-focused offerings
- Leading teams of 8–15 members across on-site and remote work environments
- Hiring, developing, and retaining talent through leadership and performance management
- Proven track record in change management methodologies and individual coaching/mentorship
- Strong understanding of SaaS/subscription-based renewal models, applications, and sales techniques
- Experience with channel/partner sales models, renewals, and upsell strategies
- Demonstrated ability to consistently achieve renewal and sales team goals through effective leadership
- Adaptability to quickly learn new technology and adjust to evolving business needs
- Excellent communication skills with the ability to build and maintain cross-functional relationships
- Strong organizational and analytical skills, with the capability to manage multiple projects simultaneously
- Proficiency in Microsoft Excel, Google Suite, and Salesforce.com
What the job involves
- As a Senior Manager, within the Renewals Team, your efforts will directly impact the overall strategy and success of a world-leading cybersecurity business
- You will collaborate on complex business and technology problems that are top-of-mind for our executives, particularly as those relate to key partnerships having strategic value to the business
- You will lead initiatives with stakeholders to formulate mutually beneficial and measurable outcomes for technical and business objectives with strategic partners. You possess a unique blend of business insight, business strategy experience, big-picture thinking, influencing skills and ability to collaborate with a large number of constituents within Palo Alto Networks
- Oversee the daily renewal operations of assigned direct reports (8–15) and districts/regions within EMEAL
- Develop an account management strategy and outreach plan that fosters positive customer engagement, supports long-term success, and drives account growth
- Ensure a high level of team engagement to facilitate timely customer account renewals
- Take full accountability for the team's success, developing it into a highly motivated and professional unit
- Motivate direct reports to drive pipeline development and revenue growth through renewal sales efforts, leveraging the ecosystem and key stakeholders
- Provide accurate forecasting to leadership, delivering committed targets on a weekly, monthly, and quarterly basis to Directors and VPs
- Coach and develop team members through bi-weekly one-on-ones, mentoring, and performance management
- Support and supervise direct reports in closing large deals
- Evaluate and document team performance based on key metrics and leadership-defined goals
- Monitor and report weekly outbound renewal efforts to track team performance
- Collaborate with Sales Leaders to develop strategies that achieve sales targets and uncover high-value opportunities
- Maintain accurate reporting through Salesforce.com and other tools to ensure visibility into team performance
- Provide escalation support for renewals within assigned districts and as needed
Our take
With cyber threats evolving at lightening speed, businesses need robust solutions to protect their data and infrastructure. And the global cybersecurity market is projected to grow significantly, driven by increasing cyberattacks and the adoption of digital transformation initiatives. Because of this, companies are seeking security platforms that can address these challenges efficiently.
That's where Palo Alto Networks steps in, a frontrunner in the cybersecurity arena. It offers a suite of AI-powered security solutions designed to safeguard enterprises across various sectors. Its platforms, such as Cortex XSIAM and Prisma AIRS, integrate advanced threat detection, zero trust architecture, and real-time response capabilities so organizations are ready to manage and mitigate risks.
Its leadership is evident too, with impressive growth and strategic partnerships. Recently the company surpassed $1.5M in sales through the Google Cloud Marketplace, highlighting the demand for its innovative security solutions. Additionally, a collaboration with AT&T aims to enhance cybersecurity offerings, further solidifying its position in the market.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2022
$34m
SERIES A
May 2022
$11m
SEED
Total funding: $45m
Company benefits
- Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
- Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
- Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
- Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
- Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
- Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day. Life at Palo Alto Network
Company HQ
Santa Clara, CA
Leadership
Nikesh Arora
(CEO & Chairman)Previously the President and COO at SoftBank, CBO at Google, and CMO at T-Mobile.
Nir Zuk
(Founder & CTO)Previously CTO at NetScreen Technologies, which was acquired by Juniper Neworks in 2004. They also co-founded OneSecure where they served as CTO and was the Principal Engineer at Check Point Software Technologies.
Lee Klarich
(CPO)Initially joined Palo Alto in 2006 as the EVP of Product Management and became CPO in 2018. Prior to this, they were the Director of Product Management at Juniper Networks and a Product Line Manager at NetScreen Technologies.
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