Senior Manager, Customer Upsell, NGTS

Compensation context

The posting does not specify whether this role is commissioned. The listed annual range may be base salary or base salary plus commission target; it should not be assumed to be base pay alone. Restricted stock units (RSUs) and a bonus may be added.

Our Mission

Palo Alto Networks® describes one shared goal: keeping digital life safe. The company says it works where new ideas meet real results, tackling practical problems with advanced tools and fresh thinking. It says every person is heard and every suggestion matters, and it invites people who want career-defining work next to equally committed colleagues to apply.

Who We Are

To stay the security partner customers pick first, the company says it has to lead the way and set the direction for the industry. Staff pursue that daily through five stated values (Integrity, Inclusion, Collaboration, Disruption, and Execution). AI is built into how the company operates and is used to boost what each person can achieve. People who enjoy hard, real-world problems and want to brainstorm alongside top talent are encouraged to join.

The posting states the position is remote and that being apart does not limit impact. Hybrid teams work together across regions to tackle large problems, stay near customers, and grow. The culture is described as built on trust, accountability, and shared wins, with work that genuinely counts.

Job Summary

The company wants a Senior Manager, Customer Upsell to run and carry out worldwide expansion and upsell operations for its Quantum Safe Security and Next Generation Trust Security (NGTS) products.

Working hand in hand with the NGTS Upsell Director, you are the main worldwide operating engine for growth across the active renewal base. You sit where renewals and account expansion meet, working closely with the Idira Renewal Team and the Management & Trust (M&T) Specialists in every theater (AMER, EMEA, APAC) to find, shape, and win upsell deals during contract renewals.

It is a hands-on GTM execution job with worldwide scope. At first you act as a global program lead, working priority accounts and complex deals yourself to smooth customers' transition paths. As the program grows, you help set standard worldwide operating rhythms and bring new team members on board in each region.

Key Responsibilities

• Global Renewal-Led Upsell Execution: Work closely with the Director on commercial plays that grow ACV, capture overconsumption, and cross-sell Quantum Safe Security across every renewal cohort worldwide.
• Idira Renewal Team Alignment (Global): Stay in daily contact with the worldwide Idira renewals team to watch upcoming renewal cohorts in each theater, check customer entitlement data, and spot accounts ripe for expansion early.
• Management & Trust (M&T) Specialist Collaboration: Sell jointly with M&T Specialists and field account teams worldwide, agreeing commercial transition plans, building proposals together, and presenting one position in customer contract talks.
• Daily Deal Operations & BOM Creation: Team up with Finance, Domain Consultants, and M&T Specialists to put together each BOM (bill of materials), model options for the commercial transition, and clear deal-desk blockers on complex upsells in different time zones.
• Account Entitlement Audits: Run regular usage audits on target accounts to find overconsumption and give regional M&T reps the data they need to shape value-capture deals at renewal time.
• Field Enablement & Tools: Create practical tools for reps, for example deal cheat sheets, playbooks for transitions, and commercial calculators, so M&T Specialists and Idira Renewal Managers can position NGTS and Quantum upsells well.
• Cross-Functional Facilitation: Link Finance, Technical Consultants, Product Management, and regional sales leaders worldwide so expansion deals keep moving and execution problems get solved.
• Pipeline & Forecasting Hygiene: Keep Salesforce records and Tableau dashboards clean so the Director has a clear, usable view of the global pipeline and forecast.
• Future Team Onboarding: Help create standard worldwide procedures, playbooks, and onboarding steps as the upsell team grows into more regions.

Qualifications

Required Qualifications

• Experience Level: At least 8 years in Commercial Deal Execution, GTM Operations, Customer Success, Account Management, or Renewal Management at an enterprise cybersecurity or SaaS company, ideally covering global accounts or several theaters.
• Cross-Functional Co-Selling: Solid history of working with customer success teams, renewal managers, and domain specialists (M&T Specialists) to grow revenue inside current accounts.
• Commercial Deal Structuring: Hands-on with building BOMs, working through enterprise contract terms, designing upgrade pricing, and getting deal-desk approvals on complex global deals.
• Renewal & Entitlement Mechanics: Good grasp of how SaaS renewals work, how software entitlements are tracked, how overconsumption is captured, and how contract transitions run.
• Technical & Security Aptitude: Learns enterprise security ideas, certificate lifecycle management, and cryptographic transitions fast and can discuss them in business terms.
• Hands-On Execution Mindset: At ease handling daily deal support and admin work across regions yourself, and able to coach and lead new team members later on.
• CRM & Analytics Proficiency: Uses Salesforce, Tableau, and Google Workspace every day to track worldwide pipeline, study account usage, and report.

Preferred Qualifications

• Has worked with PKI, Certificate Lifecycle Management (CLM), or identity and trust security.
• Has supported GTM scale-up efforts, migration programs, or structured upsell desks inside a large global matrixed tech company.

Compensation Disclosure

What is paid depends on the candidate's qualifications and experience and on where they work. If the offer is made at the advertised level, the range shown below is the expected starting base for non-sales jobs, or base plus commission target for commissioned sales jobs. Restricted stock units (RSUs) and a bonus may be added, and the posting links to a description of benefits.

Range: $167,300 to $270,600 a year

Our Commitment

The company calls itself a group of trailblazers who aim high, take chances, and push back on the usual way cybersecurity is done. It says diverse teams working together are essential to its mission.

The company offers reasonable accommodations to qualified people with disabilities. Anyone needing help or an accommodation because of a disability or special need can email accommodations@paloaltonetworks.com.

The company states it offers equal employment opportunity and values a diverse workplace. Every qualified applicant is considered without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, age, ancestry, national origin, marital status, family or medical care leave, genetic information, medical condition, political affiliation, protected veteran status, physical or mental disability, or any other characteristic the law protects.

Applicant information is kept private in line with EEO guidance.

Immigration sponsorship: not offered; the company will not sponsor work visas for this role.

Application process

Submit your application through NorthStar. Employer screening may follow after submission.