Palo Alto Senior Staff AI Software Engineer 

India, Karnataka, Bengaluru 

506852482

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.