Marketplace Operations Manager Cloud Service Providers jobs at Palo Alto in Netherlands, Amsterdam

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

Manage an assigned territory/district based on business needs and management directives, focusing on quoting, forecasting, and booking renewal contracts.

• Drive reduction in customer churn
• Improve on-time renewal rates
• Identify upsell, consolidation, and term extension opportunities
• Assess customers' current accounts to evaluate effectiveness, identify evolving business needs, and collaborate with internal teams to deliver cross-platform solutions.
• Provide accurate and timely renewal forecasts using SFDC and other required tools on a weekly, monthly, and quarterly basis.
• Demonstrate enthusiasm, confidence, and the ability to clearly communicate the company’s mission, value proposition, and business opportunities.
• Proactively follow up and coordinate with Field Sales, Sales Managers, Inside Sales, Channel Partners, and End Users to drive expansion and add-on business.
• Build and maintain strong, productive relationships in a fast-paced, performance-driven environment.
• Own the full Renewal sales cycle - from quote generation and stakeholder collaboration to opportunity closure.
• Maintain consistent communication with Sales Account Managers to ensure alignment on customer needs, status updates, and to support broader opportunity development.

Your Experience

• Proven experience managing a customer base across all accounts assigned by management; previous experience supporting customers in the NORDICS and managing renewals/customers in the region, is an essential requirement.
• 3+ years of success in Sales, Subscription Renewals, and Support Contract Management
• Demonstrated ability to quickly learn new technologies, adapt to evolving business needs, and apply strong analytical thinking to solve problems
• Passionate about sales with a consistent history of meeting and exceeding targets
• Excellent time management, organization, and interpersonal communication skills
• Skilled in building complex quotes involving non-standard product configurations
• Proficient in Salesforce for forecasting and CPQ (Configure, Price, Quote) tools for generating accurate quotes
• A proven track record of strong sales performance and accurate forecasting
• In-depth product knowledge across relevant offerings
• Exceptional communication and presentation skills
• Advanced proficiency in sales systems, forecasting tools, and quoting processes
• Native Swedish / Norwegian speaking skills would be preferred

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

The Ecosystem Renewals Manager will be responsible for shaping and scaling our renewal revenue performance through our ecosystem partners. This individual contributor role requires channel experience—ideally someone who has worked directly within a partner or distributor organization—and who understands ecosystem dynamics, partner economics, renewal programs, and the unique metrics that drive partner-led revenue motions.

You will partner across the Ecosystem team to define the future of partner-led renewals, ensuring a predictable, scalable, and customer-centric renewal experience across EMEA.

Your Impact

Strategic Partnership with Sales, Ecosystems teams, and Ecosystem Partners, to define, execute, and deliver quarterly bookings targets for Renewals with predictability and reliability.

• Working with the renewal managers and channel team you will define the Ecosystem Renewals core principles for EMEA, ensuring alignment with Sales, Channel, and Global Customer Success teams.

• Serve as a strategic partner to the Ecosystem Team driving and executing integrated renewal strategies across partner types.

• Leverage your channel background knowledge to help shape models that reflect how partners operate with the renewal portfolio including their incentives and the critical KPIs governing their success with renewals.

• Drive a culture of accountability, collaboration, and continuous improvement.

Channel-Centric Renewals Revenue Leadership

• Own partner-led renewal visibility and forecasting, ensuring accuracy and visibility across distributor, reseller, and GSI renewal motions.

• Drive the renewals motion with distribution partners and channel partners to ensure partner engagement that drives timely renewals at targeted renewal rates.
• Play an integrated part of performance reviews with distributors and key partners, using ecosystem KPIs such as renewal rates, partner attach, revenue retention, pipeline velocity, and partner lifecycle metrics.
• Identify gaps and opportunities within partner-led renewal programs and propose enhancements grounded in channel operational realities.

Operational Excellence

• Drive transformation of channel renewal processes, optimizing workflows and partner engagement through scalable governance, automation, and analytics.
  

• Ensure partner renewal operations are integrated seamlessly into internal systems (Salesforce, Clari, PRM) and aligned to our sales forecasting cadences.

• Partner with sales operations to help build, launch and utilize a dashboard visible to our ecosystem distributors whilst having a full understanding of GDPR restrictions and limitations

Partner Collaboration & Enablement

• Act as the primary renewals liaison to Channel Sales, Distribution Leaders, and Alliances stakeholders.
  

• Work closely with distributors and partners to ensure they are equipped with the right insights, tools, and training to execute high-quality renewals.
  

• Partner with Channel Enablement to design renewal-focused partner programs, certifications, rebates and competency frameworks.

• Represent Renewals in regional distribution events, channel, and ecosystem forums.



• Partner with sales operations to help build, launch and utilize a dashboard visible to our ecosystem distributors whilst having a full understanding of GDPR restrictions and limitations

Your Experience

• 3+ years of experience in channel-focused roles, ideally within a reseller, distributor, MSP, or GSI, with responsibility for partner revenue, programs, or renewals.

• Demonstrated experience in partner-led renewal management, channel forecasting, and ecosystem program execution.

• Strong understanding of distribution models, partner compensation, deal lifecycle, vendor rankings and ecosystem health metrics. Ideal candidates will have strategic relationships which are in partnership with Palo Alto Networks current ecosystem in EMEA.

• Proven ability to influence partner and distributor stakeholders and drive performance improvements within a matrix environment.

• Expertise with Salesforce, Clari, and partner or distribution management tools.

• Track record of driving growth and operational excellence in a partner-centric environment.

All your information will be kept confidential according to EEO guidelines.

This role can be based in the UK, the Netherlands, France or Germany

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

This role will be EMEA focused and requires attention to detail and ability to multi task and respond to tight deadlines. It is expected that the role will have consistent interaction with sales, channels, finance, deals desk, order processing across the region, as well as with the Global HQ team.

Your Responsibilities

• Work with sales to create private offers for customers in CSP marketplace
• Manage sales processing and work with order support teams to ensure fulfillment of transactions
• Occasionally act as escalation point for private offer requests and issues
• Work with relevant teams to identify root causes and communicate appropriately to internal stakeholders
• Provide subject matter expertise and training to internal team members and partners
• Create and manage sales opportunities in CSP partner portals
• Facilitate introductory calls between sales on shared opportunities, account mapping and other sales engagements.
• Develop reports, dashboards, metrics to measure and understand effectiveness of sales & marketing campaigns, and enablement activities
• Provide and understand program and insights reporting as required to the sales and finance teams
• Support projects and initiatives aligned with functional and company objectives
  

Requirements:

• Attention to detail and excellent problem solving skills, with a demonstrated ability to self-motivate and follow-through on tasks
• Effective verbal/written communication and data presentation skills, including an ability to effectively communicate with both business and technical teams
• Highly organized, excellent multi-tasking skills, and efficient in ambiguous situations
• Business analysis and functional experience with quantitative, analytical and organizational skills preferred
• Be able to handle stressful situations and respond to tight deadlines
• Demonstrated ability to work in a virtual and matrix environment with an international team
• Proficiency in Microsoft Excel is required; other sales tools like Salesforce.com is preferred.
  

All your information will be kept confidential according to EEO guidelines.

Your Impact:

• Join the fastest growing team where experience meets cutting-edge solutions
• Build and cultivate strong customer relationships, driving business growth within the region
• Partner with the core sales team to align customer strategies and engagements with Cortex and Cloud business objectives
• Take full ownership of leading strategic sales campaigns, sales forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement
• Engage in deep technical discussions beyond standard sales presentations and pitches; while translating complex technical cybersecurity solutions into clear business value propositions for customers
• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions
• Partner with Alliances to develop joint strategies, enhance customer engagement and deliver innovative solutions for existing and prospective clients
• Travel domestically as needed to meet with customers and attend key business events

• 5+ years of field sales experience focusing on key customer accounts and delivering value to public sector accounts
• Extensive platform selling experience in complex sales with multiple buying centers
• Experience selling Cybersecurity, SIEM, EDR or CNAPP (DevSecOps, CloudOps) solutions is highly preferred
• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations
• Expertise in applying complex solution sales methodologies to drive results
• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy
• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams
• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred
• Willingness to travel domestically as necessary to meet business needs

All your information will be kept confidential according to EEO guidelines.

As threats and technology evolve, we stay in step to accomplish our mission. You’ll be involved in implementing new products, transitioning from old products to new, and will fix integrations and critical issues as they are raised. But you won’t wait for them to be raised, you’ll seek them out, too. We fix and identify technical problems, with a pointed focus of providing the best customer support in the industry.

Key Responsibilities

• Strategic Portfolio Oversight: As the technology leader within the theatre, own the overall portfolio of projects, ensuring alignment with business objectives, regional priorities, and long-term strategic goals
• Cross-Functional Stakeholder Management: Collaborate with internal teams such as
• Sales, Customer Success, Operations, Resource Management, Technical Center of
• Excellence and Support to ensure overall deployment success
• Champion Operational Excellence: Lead the implementation of disciplined execution practices across project management activities, setting the standard for operational excellence and driving a culture of accountability and continuous improvement in all areas of project delivery
• Strategic Partner Collaboration: Define and optimize project team structures, working closely with cross-functional partners (technical, business, and external stakeholders) to ensure projects are resourced effectively and executed in alignment with scope, requirements, and deliverables
• Resource Planning and Forecasting: Lead theater-level strategic resource planning efforts across the region, forecasting staffing needs, managing overall headcount allocation, and providing quality assurance on onboarding processes to ensure optimal staffing levels in line with customer demand and project requirements
• Escalation and Issue Resolution: Be a senior escalation point for complex or high-risk Professional Services engagements, proactively identifying issues, mitigating risks, and providing strategic guidance to resolve escalations effectively and in alignment with customer needs while driving faster time to deploy
• Performance Metrics and Continuous Improvement: Manage operational performance to accelerate revenue, time to deploy and quality targets, including - but not limited to - project backlog, utilization targets, high customer satisfaction (CSAT) scores, and driving faster time to value
• Delivery Governance: Oversee and ensure the effective usage and governance of project management methodology across the region, maintaining consistent adherence to best practices and driving process improvements that optimize project execution and drive high quality and reliability with data integrity
• Leadership and Team Empowerment: Provide strong leadership to the team, fostering a collaborative and high-performance culture. Mentor and develop team members, providing guidance and support to enhance their skills and capabilities
• Provide a positive work environment that encourages innovation, creativity, and continuos improvement

Preferred Qualifications

• Bachelor's degree in Business Administration, Project Management, or a related field; an advanced degree (MBA, MSc) is highly preferred
• 15+ years of progressive experience in project and program management within the technology industry
• 10+ years in a project management/PMO people leadership role with a proven track record of delivering high-impact, complex, strategic initiatives on a global scale
• Demonstrable experience building, leading, or significantly maturing a Program/Project Management team
• Experience in a client-facing or commercial environment, with direct involvement in pre-sales motions and strategic account engagement
• Deep familiarity with the technology industry; experience with cybersecurity concepts is a strong asset
• Proven ability to operate with a high degree of autonomy, confidently leading teams through ambiguity and establishing context where little exists

Who You Are

• A Proactive Owner: You possess a fierce sense of ownership and accountability. You are a self-starter who proactively defines scope, ideates a plan, and drives initiatives to a successful conclusion
• An Influential Communicator: You have exceptional communication and stakeholder management skills, with a proven ability to convey complex ideas in simple, powerful terms and establish the "narrative" around major change initiatives
• A Collaborative Leader: You excel at establishing successful working relationships, fostering collaboration, and orchestrating indirect teams to achieve ambitious goals
• Highly Adaptable: You are action-oriented and thrive in a fast-paced, team-oriented, collaborative environment, with the flexibility to work across multiple time zones to support a global team
• Unwavering Integrity: You operate with the highest level of integrity, earning trust and leading by example

All your information will be kept confidential according to EEO guidelines.

Your Impact:

• Join the fastest growing team where experience meets cutting-edge solutions
• Build and cultivate strong customer relationships, driving business growth within the region
• Partner with the core sales team to align customer strategies and engagements with Cortex and Cloud business objectives
• Take full ownership of leading strategic sales campaigns, sales forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement
• Engage in deep technical discussions beyond standard sales presentations and pitches; while translating complex technical cybersecurity solutions into clear business value propositions for customers
• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions
• Partner with Alliances to develop joint strategies, enhance customer engagement and deliver innovative solutions for existing and prospective clients
• Travel domestically as needed to meet with customers and attend key business events

• 5+ years of field sales experience focusing on key customer accounts and delivering value to public sector accounts
• Extensive platform selling experience in complex sales with multiple buying centers
• Experience selling Cybersecurity, SIEM, EDR or CNAPP (DevSecOps, CloudOps) solutions is highly preferred
• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations
• Expertise in applying complex solution sales methodologies to drive results
• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy
• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams
• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred
• Willingness to travel domestically as necessary to meet business needs

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Manage an assigned territory/district based on business needs and management directives, focusing on quoting, forecasting, and booking renewal contracts
• Drive reduction in customer churn
• Improve on-time renewal rates
• Identify upsell, consolidation, and term extension opportunities
• Assess customers' current accounts to evaluate effectiveness, identify evolving business needs, and collaborate with internal teams to deliver cross-platform solutions
• Provide accurate and timely renewal forecasts using SFDC and other required tools on a weekly, monthly, and quarterly basis
• Demonstrate enthusiasm, confidence, and the ability to clearly communicate the company’s mission, value proposition, and business opportunities
• Proactively follow up and coordinate with Field Sales, Sales Managers, Inside Sales, Channel Partners, and End Users to drive expansion and add-on business
• Build and maintain strong, productive relationships in a fast-paced, performance-driven environment.
• Own the full Renewal sales cycle—from quote generation and stakeholder collaboration to opportunity closure
• Maintain consistent communication with Sales Account Managers to ensure alignment on customer needs, status updates, and to support broader opportunity development

Your Experience

• Proven experience managing a customer renewals and retention in EMEA
• 3+ years of success in Sales, Subscription Renewals, and Support Contract Management
• Demonstrated ability to quickly learn new technologies, adapt to evolving business needs, and apply strong analytical thinking to solve problems
• Passionate about sales with a consistent history of meeting and exceeding targets
• Excellent time management, organization, and interpersonal communication skills
• Skilled in building complex quotes involving non-standard product configurations
• Proficient in Salesforce for forecasting and CPQ (Configure, Price, Quote) tools for generating accurate quotes
• A proven track record of strong sales performance and accurate forecasting
• In-depth product knowledge across relevant offerings
• Exceptional communication and presentation skills
• Advanced proficiency in sales systems, forecasting tools, and quoting processes
• Fluent French

All your information will be kept confidential according to EEO guidelines.