Manager, Commercial Renewals Representatives EMEA & LATAM

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Job Description

Your Career

We are currently recruiting for an experienced subscription and support renewal contract Manager to lead a team of outsourced renewal representative to drive revenue growth, renew expiring support contracts and drive an upsell / cross-sell motion in the EMEA & LATAM region. This role requires an initiative-taking and strategic thinker who can develop and implement successful sales strategies and work collaboratively with other departments to achieve overall company goals and revenue targets.

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability, deepen trusted relationships, and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we
are working through the details and things could change …. But in general, if a role is deemed office-based we want our teams to be together four days per week.

Your Impact

• Develop and implement renewal sales strategies to achieve revenue targets and drive growth
• Manage the relationship with our outsourced partners renewal representative team, providing coaching, mentoring and training to ensure their success
• Set performance goals and KPIs for the team and regularly track and report progress
• Ensure outsourced partner reaches goals set by Palo Alto Networks
• Develop and maintain strong relationships with channel partners, customers and Palo Alto Networks sales teams
• Work collaboratively with sales operations, data governance, sales, and other departments to develop on time renewal targets
• Analyze sales data and other tools to identify opportunities for growth and optimization
• Stay up-to-date with industry trends, competitive landscape, and emerging technologies to identify innovative sales approaches and tactics
• Achieve revenue and bookings targets as set by the management team
• Function as a coach and mentor alongside the outsource partner to ensure a single go to market strategy is developed and executed upon
• Increase on time renewal rates in line with targets set by the management team and identify potential churn customers and working with the outsource partner develop and launch a strategy to ensure contracts are renewed on time

Qualifications

Your Experience

• 5+ years of renewal experience in sales or contract management, with at least 2 years in a management capacity
• Proven record of meeting or exceeding sales targets and growing revenue
• Experience of managing remote teams
• Strong leadership and coaching skills with a focus on team development and success
• Excellent communication and interpersonal skills with the ability to build strong relationships with clients and colleagues
• Strong analytical and problem-solving skills with a data-driven approach to decision making
• Ability to work in a fast-paced environment and adapt to changing priorities and challenges
• Experience with CRM systems, sales automation tools, and other sales technologies
• Bachelor’s degree in business, Marketing, or related field preferred or equivalent military experience required

Additional Information

The Team

The Sales Operations - Project Management Office (PMO) team at Palo Alto Networks works on a set of strategic initiatives to drive process improvement projects to deliver improved efficiency and scale through simplification, automation and innovation across Sales Operations tools and processes.

You will be part of a growing, enthusiastic, and dynamic team with an opportunity to work on challenging and exciting projects – centered on what we believe is one of t