Senior Business Development Consultant â Enterprise Agreements
Senior Business Development Consultant â Enterprise Agreements
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Job Description
Your Career
We are seeking a highly driven Senior Business Development Consultant to join our Enterprise Agreement (EA) team. This role is instrumental in enabling strategic high- value enterprise-wide contracts with across the JAPAC region. You will work directly with customers partners and internal teams to develop scalable flexible commercial structures that accelerate our cybersecurity solutions while delivering meaningful business outcomes for clients.
Your Impact
Customer & Partner Engagement
- Act as a trusted advisor to enterprise customers and channel partners on flexible software consumption models and enterprise licensing options
- Lead conversations with customer stakeholders to understand business needs current usage and long-term objectives
- Collaborate with partners to co-design bundled offerings that drive value for all parties
Deal Structuring & Execution
- Build tailored licensing frameworks Enterprise Agreements (EA) based on customer usage growth projections and installed base analysis
- Partner closely with Sales Legal Finance and Product teams to develop position and negotiate compelling commercial proposals
- Support the field through the full deal lifecyclefrom ideation to contract execution and renewal
Business & Financial Modeling
- Create and maintain advanced financial and business models for multi-year usage-based or subscription-based licensing agreements
- Develop BAU and growth scenarios enabling sales and customers to make informed decisions.
- Present business cases to internal and external stakeholders clearly and convincingly
Post-Sales Optimization
- Support adoption and consumption analysis to help customers realize full value from their agreements
- Identify upsell and cross-sell opportunities by analyzing customer usage patterns and collaborating with Sales and Customer Success teams
Program Improvement
- Analyze deal data and sales team feedback to identify gaps and streamline EA processes
- Help define best practices playbooks and documentation for non- standard licensing scenarios
Qualifications :
Your Experience
- 10 years of experience in the tech industry with a focus on software licensing deal management pricing or business development
- Deep understanding of enterprise licensing modelssubscription consumption-based or perpetual.
- Proven ability to engage and influence customers and partners across all levels including C-suite.
- Advanced analytical skills with comfort in manipulating and interpreting complex datasets
- Strong commercial acumenable to construct and present credible financial models and business cases
- High attention to detail structured thinking and strong written and verbal communication skills.
- Experience working in matrixed global organizations and navigating complex deal cycles
- Experience working cross-functionally with Legal Sales Operations and Finance in a global matrixed environment
- Proficiency in CRM and analytical tools: Salesforce Excel/Google Sheets Tableau or similar BI platforms
- Highly organized self-motivated detail-oriented and customer-obsessed
Additional Information :
The Team
Our Go-To-Market team is driven agile and deeply committed to advancing our industry and creating a safer world. We foster a culture of respect ownership and inclusion where everyones voice matters. Our empathetic leadership is accessible and provides the necessary support for authentic connections. Innovation thrives in our environment and we celebrate achievements while maintaining high standards. Our culture encourages personal and professional growth with leaders and teams supporting each other through objective feedback. Join us and be a part of a dynamic accountable and empowering work experience.
Our Commitment
Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant 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 .
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.
Remote Work :
No
Employment Type :
Full-time
Employment Type
Full-time
