Major & Enterprise Renewals Strategist

Palo Alto Networks, Inc.; North Sydney; On-site; AUD 120,000 - 160,000; Full time

Job summary

Palo Alto Networks is seeking a data-driven Pre- and Post-Sales Operations professional to analyze renewals, validate data, and develop pipeline for upsell and tech refresh for Major/Enterprise Accounts. You will partner with Field Sales and Channel Partners to craft proposals and resolve complex pricing scenarios.

The role emphasizes data accuracy, automation opportunities, and collaboration across teams to improve speed and precision in a fast-paced environment.

Qualifications

• 4–7 years in inside sales or renewal sales, sales operations, complex deal desk or pricing roles.
• Experience with Enterprise sales motion and channel sales models (distributors, resellers).
• Strong communication, business judgment, and attention to detail.
• Comfortable working with large volumes of data to support renewal strategy decisions.
• Advanced Excel skills (lookups, pivots, logic functions) and exposure to Salesforce or ERP/CPQ.

Responsibilities

• Analyze installed base and subscription data to identify upcoming renewals.
• Clean, triangulate, and validate data across systems to ensure accuracy.
• Provide data insights and value propositions on opportunities.
• Collaborate with Field Sales and Channel Partners to refine proposals.
• Support custom requests, pricing exceptions, and escalations with cross-functional stakeholders.
• Handle high-complexity and high-value opportunities for Major Accounts.
• Address order administration and renewal processing issues.
• Ensure accurate customer data in systems.

Skills

Inside sales experience

Sales operations

Communication

Attention to detail

Advanced Excel

Salesforce/ERP/CPQ exposure

Independent work

Data analysis

Tools

Excel (Advanced)

Salesforce

ERP/CPQ systems

Power BI/Tableau (nice to have)

Job description

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

Pre-Sales Operations for Major/Enterprise Accounts

• Analyze installed base and subscription data to identify upcoming renewals
• Clean, triangulate, and validate data across systems to ensure accuracy
• Provide data insights and value propositions on opportunities
• Partner Customer Intelligence to develop incremental pipeline for upsell and tech refresh
• Generate price quotations aligned with historical pricing and current standards
• Collaborate with Field Sales and Channel Partners to refine and finalize proposals
• Support custom requests, pricing exceptions, and escalations with cross function stakeholders
• Handle high-complexity and high-value opportunities for Major Accounts

Post-Sales Support for Major/Enterprise Accounts

• Address order administration and renewal processing issues
• Ensure accurate customer data (contacts, registration, usage) in systems

Continuous Improvement

• Recommend automation, process enhancements, and tools to improve speed and accuracy
• Share knowledge and best practices with junior team members

Qualifications

• 4-7 years in inside sales or renewal sales, sales operations, complex deal desk or senior pricing roles
• Experience with Enterprise sales motion and channel sales models (distributors, resellers)
• Strong communication, business judgment, and attention to detail
• Comfortable working with large volumes of data to support decision-making on renewal strategy and action plan
• Advanced Excel skills (lookups, pivots, logic functions) and exposure to Salesforce or ERP/CPQ systems
• Experience handling complex deal commercials
• Ability to work independently in a cross-functional, fast-paced environment
  

Preferred:

• Familiarity with Power BI, Power Query, PowerPivot, or Tableau a plus

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 [e-mail].

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.