Strategic Deal 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 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. 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. Your Impact 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 Your Experience - 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 part of a team - Experience in building bespoke commercial models to address specific deal requirements - Ability to work independently and efficiently in fast paced environment, handling multiple deal elements or parallel deals simultaneously - Ability to make quick decisions to meet tight deadlines, while remaining diligent and keeping a sound audit record - Experience in data analysis, financial modeling and margin assessment Intermediate/advanced Salesforce.com and G-Suite skills (highly recommended) 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 [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. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position. Please use this form to provide us with information that will help direct your request and find your data in all of our systems