Strategic Renewals Representative

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 

The role of Strategic Relationship Representative (SRR) is key to ensuring the success of Palo Alto Network’s fast-growing customer base. With goals and quotas aligned directly to customer retention, you are an inside role which is central to positioning renewals and additional software and hardware to current customers.

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 and 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 

• Focus on upselling to a more extensive product line or to motivate the customer to potentially consider broad new product purchase 
• Evaluate the customers current account - discuss its effectiveness and how their business needs may require different products 
• Ability to accurately and timely forecast the business in SFDC and additional applications as required 
• Enthusiastic, driven and confident - ability to clearly and persuasively articulate the company’s mission, product and business opportunity 
• Diligently follow up and coordinate with Field Sales Teams, Sales Managers, Channel Partners and End Users to ensure an on-time renewal
• Ability to quickly build productive relationships in a fast-paced, high-performance environment - Handle the entire sales process from quote generation, collaborating with all entities, and opportunity closure 
• Maintain regular communications with the Sales Account Managers regarding their accounts to ensure they are fully aware of customer interests and status and to recommend follow up with the customer on broader opportunities 
• Map out a territory plan using available to renew (ATR report) with a strategic focus on on-time renewal, multi year upsell, and additional upgrade opportunities

Qualifications

Your Experience 

• Experience in managing customer base for all Enterprise and Commercial accounts
• Experience in sales and knowledge of SaaS-based architectures, ideally in a networking and/or security context - awareness of SASE technology is preferred 
• Proven ability to learn new technology quickly, adapt to changing needs and possess strong analytical skills 
• Passionate about sales and consistent track record of achieving and exceeding sales goals Excellent time management and interpersonal skills 
• Ability to build quotes with various product configurations- Configurations are not typical but not standard 
• Expertise to work within Salesforce for forecasting and CPQ for quoting 

At the senior levels you have 

• Validated sales results and forecast track record 
• Solid product knowledge 
• Strong communications skills 
• Skilled with the sales systems, forecasting and quoting 

Additional Information

The Team 

Palo Alto Networks has brought technology to market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers and help them understand how our products can protect their environments. This is where our sales teams come in. Our sales team members work together with large organizations to keep their digital information safe. Our passionate sales teams educate, inspire, and empower our potential clients. 

As part of our sales team, you are empowered with unmatched systems and tools,