Cortex Manager, Strategic Relationship - Renewals

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.

Our Approach to Work

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career

This position leads a renewals team supporting our North America (NA) Cortex business. The team will partner with Sales, Customer Success, Professional Services, and Channel/Alliance partner leaders to drive our annual renewals business. 

The successful candidate will drive standardization, scalability and operational excellence across our NA renewal processes, provide executive level analysis of the business, drive team development, and act as cross functional SME to our field sales segment leaders, finance partners, business units, customer success and other sales operations functions. 

They will lead our NA Public Sector renewals team, the forecast process (including weekly forecast meetings), annual planning, QBRs and support corporate initiatives. The successful candidate will have strong leadership skills, ability to influence strategic decisions and demonstrated history of executing process enhancements and delivering business outcomes.

This position reports to the Sr. Director of Renewals for NA.

Your Impact

• Manage the day to day operations of the Public Sector renewals team  
• Motivate and manage a team of individual contributors to drive pipeline development and revenues through sales efforts leveraging the partner network
• Accurately forecast and drive a committed number on a weekly, monthly, and quarterly basis 
• Coach and develop individual contributors 
• Supervise and close deals (large and small)  through to completion
• Develop metrics and reporting, by gathering the needs of management and delivering useful reports
• Coordinate, direct and monitor the outbound efforts of assigned Renewals teams by tracking and reporting weekly activities
• Collaborate with business leaders to identify strategies to achieve sales goals and uncover new, high value opportunities
• Provide accurate, ongoing reporting through the continuous update and maintenance of necessary reports in Salesforce.com
• Manage and develop new processes

Qualifications

Your Experience

• 5+ years of experience in renewals, customer success, sales, account management or equivalent customer facing role
• Prior Cybersecurity experience
• 2+ years of managing a team
• Experience selling into the federal/public sector business desired
• Proven to consistently achieve sales goals
• Proven ability to learn new technology quickly, as well as adapt to changing needs
• Experience in hiring, developing and retaining talent
• Excellent communication skills - the ability to build cross-functional relationships
• Strong organizational and analytical skills - the ability to work on many projects concurrently
• Ability to lead and influence strategic direction in matrixed working environments
• Excellent Microsoft Excel, Google Suite and Salesforce.com skills

Additional Information

Our Commitment

We’re 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.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a