Senior Manager, Customer Upsell, NGTS

Palo Alto Networks • Boston, NY

12d • Remote

About The Position

Palo Alto Networks is seeking a Senior Manager, Customer Upsell, to manage and execute global expansion and upsell operations across Next Generation Trust Security (NGTS) and Quantum Safe Security solutions. Working in direct partnership with the Director of NGTS Upsell, this role serves as the global operational engine for growth across the worldwide active renewal base. It connects renewal motions with account expansion, collaborating closely with the Idira Renewal Team and Management & Trust (M&T) Specialists across AMER, EMEA, and APAC to identify, structure, and capture upsell opportunities during contract renewal cycles.

This is a hands-on global go-to-market execution role. Initially, the Senior Manager will act as a global program lead, working directly on priority accounts and complex deals to streamline customer transition paths. As the program scales, the role will help establish standard worldwide operating cadences and onboard future team members across regions.

The role is remote, with hybrid teams collaborating across geographies. It requires close coordination with renewal, sales, product, technical, and finance teams, as well as maintaining global pipeline visibility and forecasting data.

Requirements

• 8 or more years of experience in Renewal Management, Account Management, Customer Success, GTM Operations, or Commercial Deal Execution within enterprise cybersecurity or SaaS.
• Experience supporting global accounts or multi-region theaters is preferred within the stated experience profile.
• Strong background collaborating with domain specialists, renewal managers, and customer success teams to drive expansion revenue in 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 learn and communicate enterprise security concepts, certificate lifecycle management, and cryptographic transitions in business conversations.
• Comfort managing day-to-day deal support and administrative workflows directly across global regions, with the ability to coach and lead future team members.
• Daily proficiency with Salesforce, Tableau, and Google Workspace for pipeline tracking, account usage analysis, and reporting.

Nice To Haves

• Experience in Certificate Lifecycle Management (CLM), PKI, or identity and trust security domains.
• A proven track record supporting structured upsell desks, migration programs, or go-to-market scaling initiatives within a global matrixed technology organization.

Responsibilities

• Partner with the Director to execute commercial plays that drive ACV expansion, overconsumption capture, and Quantum Safe Security cross-sell across worldwide renewal cohorts.
• Maintain daily operational coordination with the global Idira renewal organization to monitor upcoming renewal cohorts, review customer entitlement data, and identify potential expansion accounts early.
• Co-sell and collaborate with M&T Specialists and field account teams globally to align commercial transition strategies, develop proposals, and coordinate customer contract discussions.
• Work with M&T Specialists, Domain Consultants, and Finance to build Bills of Materials (BOMs), model commercial transition scenarios, and resolve deal-desk issues for complex upsell opportunities.
• Conduct usage audits across target accounts to identify overconsumption and provide actionable information to regional M&T representatives for renewal-window value-capture agreements.
• Develop practical resources for field representatives, including commercial calculators, transition playbooks, and deal cheat sheets, to help position NGTS and Quantum upsells.
• Coordinate Product Management, Technical Consultants, Finance, and regional sales leads to advance expansion deals and resolve execution hurdles.
• Maintain accurate Salesforce CRM records and Tableau operational dashboards to provide global pipeline visibility and forecasting data to the Director.
• Establish global operating procedures, playbooks, and onboarding workflows as the dedicated upsell team expands across regions.

Benefits

• The compensation may include restricted stock units and a bonus.
• Employee benefits are referenced, but specific benefits are not listed in the description.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed