CyberArk (US HQ) · Indianapolis
Other
Our Mission
At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.
Who We Are
In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!
We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.Job Summary
Reporting to the Manager, Renewal Management – APJ, the Renewals Manager will be responsible for driving software subscription and maintenance renewals across the ASEAN region. This role owns the end-to-end renewal cycle, from identifying upcoming expirations and engaging customers and partners to negotiating commercial terms, closing renewals, and identifying opportunities for expansion.
You will work closely with Sales, Customer Success, Channel Partners, and other cross-functional teams to proactively manage renewal risk, maximize retention, and deliver predictable renewal revenue across the territory.
Key Responsibilities
Manage a regional ASEAN territory, supporting both direct customers and partner-led accounts.
Own the end-to-end software subscription renewal cycle, from proactive customer and partner engagement, quoting, negotiation, and forecasting through to successful execution.
Build and maintain a 6-month rolling renewal forecast, leveraging account-level insights, historical trends, customer engagement, and partner intelligence to identify risks and accurately predict renewal outcomes.
Proactively identify renewal risks and develop action plans with Sales, Customer Success, and Channel Partners to improve retention and minimize churn.
Negotiate effectively with customers and partners to protect commercial value, minimize unnecessary discounting, and challenge requests for free-of-charge extensions or services.
Lead account planning and renewal strategy sessions for mid-market and enterprise accounts in collaboration with internal stakeholders and ecosystem partners.
Develop trusted relationships with customers and partners by clearly communicating the value of continued investment in Idira's solutions, support, and subscriptions.
Identify and pursue upsell and expansion opportunities during the renewal cycle, partnering with Account Executives and other sales stakeholders where appropriate.
Manage complex renewal transactions involving multiple contracts, co-terming, multi-country or cross-region requirements, and channel-led sales motions.
Maintain high data accuracy and integrity across CRM and other business systems while managing a high volume of renewal opportunities.
Effectively reconcile and manage data across multiple systems, particularly in environments involving manual processes and complex transactional requirements.
Monitor renewal performance against targets and provide accurate reporting, insights, and updates to business stakeholders.
Partner cross-functionally with Sales, Customer Success, Finance, Operations, Analytics, and Channel teams to resolve issues and drive successful renewal outcomes.
Understand how renewal performance contributes to broader company revenue, retention, forecasting, and business objectives.
Qualifications
6+ years of experience in renewals, inside sales, account management, or a similar commercial role within Enterprise Software or SaaS, preferably supporting ASEAN.
Experience managing Singapore Government or public sector accounts is preferred.
Proven track record of achieving renewal or sales targets in a high-volume, customer-facing environment.
Experience managing software/SaaS renewals and working with in-country channel partners across ASEAN.
Strong commercial, negotiation, forecasting, and account management skills, with the ability to identify and mitigate churn risk.
Experience working with CRM platforms, preferably Salesforce, with strong attention to data accuracy and pipeline hygiene.
Strong organizational and time-management skills, with the ability to manage multiple priorities and complex transactions.
Comfortable working in a matrix organization and collaborating across Sales, Customer Success, Finance, Operations, Analytics, and Channel teams.
Excellent communication, interpersonal, and problem-solving skills, with a proactive and results-oriented approach.
Experience in cybersecurity, identity security, or enterprise technology is advantageous.
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 disability or special need, please contact us at accommodations@paloaltonetworks.com.
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.