Director, Renewals and Enterprise Agreement Sales, JAPAC

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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Job Description

Your Career

As the Director of Renewal Sales and Enterprise Agreement Sales for the JAPAC region, you will lead a critical function focused on protecting and growing recurring revenue through customer renewals. Your leadership will ensure our customers continue to receive unmatched cybersecurity protection, while optimizing customer lifetime value. You will play a key role in delivering world-class experiences for our
customers across a diverse and fast-growing region.

In this role, you will manage and scale a high-performing team, working in lockstep with Sales, Customer Success, Channel Partners, and Finance to ensure seamless, on-time, and value-driven renewals of our hardware and software, cloud, and subscription offerings.

This role will be responsible for overseeing both tactical execution and strategic programs that directly contribute to incremental and recurring revenue growth, enterprise customer success and deal velocity. It requires strong sales experience, commercial acumen, operational expertise, and cross-functional collaboration skills.

You will lead a diverse team of individuals in renewals sales, enterprise strategic deal engagement, sales support and program management - focused on both strategic impact and operational excellence.

Your Impact

• Lead and manage the JAPAC Renewal Sales to drive high retention rates, minimize churn, and maximize expansion opportunities during the renewal cycle
• Own forecasting, pipeline health, and attainment of regional renewal revenue goals across all product lines including subscriptions, software, and support
• Develop scalable approaches for renewal management, balancing direct and partner-led motion based on customer segmentation
• Build and lead a renewals shared services team to operationalize renewal processes, tools and performance metrics to drive operational efficiency and customer satisfaction through accurate quoting, clean data, scalable processes, and strong governance across all transaction types.
• Leverage renewals intelligence and behavioral analytics to identify growth opportunities, improve retention, boost conversion rates, and drive data-informed sales accountability.
• Drive Enterprise Agreement (EA) adoption by aligning commercial structures with customer investment strategies, delivering value through strategic deal modeling and continuous sales motion improvement.
• Provide strategic insights and feedback to inform product packaging, pricing, and go-to-market improvements
• Be the strategic partner to regional sales leadership to support growth, opportunity management, and long-term customer value.
• Develop trusted relationships with key customers and distributors and drive complex commercial negotiations.
• Collaborate cross-functionally with Sales, Customer Success, Channel, Finance and Product teams to create cohesive customer engagement and renewal strategies
• Partner with Global Renewals leadership to operationalize renewal processes, tools, and performance metrics tailored for the JAPAC market
• Own and drive operational KPIs and service level expectations to support field productivity and customer retention.
• Lead and mentor a diverse, regionally distributed team of renewal professionals; build talent and succession plans

Qualifications

Your Experience 

• 10+ years in Sales, Renewals, Operations, or Channel roles, preferably in SaaS or subscription-based businesses.
• Proven ability to lead cross-functional teams and drive complex, high-value sales and renewal motions.
• Strong strategic thinking paired with operational execution and commercial acumen.
• Skilled in stakeholder management, executive communication, and navigating cross-cultural, global environments.
• Demonstrated ability to lead multi-disciplinary teams supporting complex, high-value sales motions, shared services, or regional operations.
• Deep understanding of SaaS business models, enterprise sales cycles, and data-driven decision-making.
• Highly adaptable and comfortable with ambiguity in a fast-changing growth company environment
• Proficient in tools such as Salesforce, CPQ platforms, Excel, and BI tools (Tableau, Power BI, etc.) is a plus.

Leadership Attributes:

• Performance-Focused – Results-driven with a powerful sense of accountability for KPIs and quotas.
• Customer-Obsessed – Keeps internal and external customer needs at the core of every decision.
• Empowering Leader – Builds inclusive teams, develops talent, and fosters high performance.
• Strategic Partner – Proactively supports the field and guides decision-making with data and insight.
• Collaborative Leader: Operates effectively across functional and regional boundaries.
• Operationally Excellent – Process-oriented with strong attention to detail and scalability.

Additional Information

Our Commitment

We’re problem solvers that 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  [email protected].

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.