Strategic Deals Desk Manager

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

You have a passion for numbers and business, and our organization has a real passion for cybersecurity. You’re looking for a career with a more fulfilling mission. We have open positions to top talent seeking a financial challenge. Our finance department deals with numbers daily, supporting infrastructure, dealing in automation, and building elegant models and solutions to empower our business lines and solutions. If you’re seeking a financial challenge but with a worldwide impact, this is it.
Job Summary
Palo Alto Networks is looking for a Strategic Deals Desk Manager to become part of EMEA Deals Desk, working in close partnership with Sales, Revenue, Legal and Finance teams to craft and negotiate complex high-value deals, facilitate their way through the approval process and help navigate them to successful closure. This position will report to the Senior Manager of EMEA Deals Desk and is a great opportunity for a talented individual who has the desire to associate with a fast-growing company in a truly international environment.
Key Responsibilities
This position calls for someone who possesses strong communication and problem-solving skills, learns fast and feels confident in a dynamic environment, where decisions are made under the pressure of tight deadlines and inline with various rules of engagement. This person works proactively to drive results, is a self-starter, flexible, has a high level of integrity and is action and goal-oriented in a fast-paced, team-oriented, collaborative environment.
Act as trusted advisor and partner to Sales teams who offers valuable feedback on contract requirements, deal structure, business terms and identifies potential risks and/or opportunities that can affect performance, future growth and strategic positioning
Proactively engage in and help Sales teams navigate strategic deals to successful closure, acting as one-touch resource, responsible for liaising with all parties involved in the agreement process (Finance, Legal, Revenue, Order Management, etc.) on behalf of sales
Where necessary, craft bespoke deal structures in close collaboration with cross-functional stakeholders to secure decision support on possible solutions and aid the drafting of relevant paperwork needed for successful closure
Provide Senior Leadership with financial models, deal health information and analysis of the commercial and operational requirements to facilitate the risk/reward profile assessment of the opportunities
Understand gross margin analysis, SSP compliance rules and the impact of any non standard terms on strategic deals, including Enterprise Agreements
Review and approve non-standard pricing requests and ensure all required approvals, are obtained and clearly documented
Ensure that all deals adhere to the internal revenue recognition policies and operational guidelines
Expert in quoting, understanding the portfolio and product interdependencies
Comply with various Rules of Engagement and keep up to date product knowledge
Evaluate current processes and offer recommendations for areas of improvement
Complete ad-hoc projects as required

Qualifications

Preferred Qualifications
Bachelor Degree in Business Administration or related desirable
Experience in commercial management, sales operations, finance, accounting or related experience within the software / tech industry
Strong communication, organizational and problem-solving skills
Demonstrated capability to build strong working relationships with internal business units
Experience in working in multi-cultural environment and as