Director, Deals Desk

Our Mission

At Palo Alto Networks were united by a shared missionto 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 youre ready to do the most meaningful work of your career alongside people who are just as passionate as you are youre 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!

Job Summary

• Commercial Oversight: Act as the senior authority for North American deal structuring develop region-specific pricing and discount strategies that align with NAM market dynamics competitive landscape and the companys long-term financial objectives.

• Financial Analysis & Risk Management: Provide sophisticated financial modeling and analysis for sales proposals assessing the impact of deal terms (e.g. pricing payment schedules volume commitments) on Gross Margin ARR and RPO as some of the KPIs. Provide executive-level reporting on margin health deal economics and long-term commercial viability.

• Policy Governance: Define and enforce global commercial policies. Act as an authority on non-standard pricing and contractual deviations ensuring all commercial agreements adhere to US GAAP and company revenue recognition policies.

• Cross-Functional Management: Facilitate and lead alignment meetings with cross-functional teams serving as the central point for identifying understanding and resolving risks and roadblocks throughout the deal lifecycle. Collaborate cross-functionally with Finance / Revenue Ops on revenue recognition forecasting margin analysis and deal economics. Work with Legal to standardize terms review redlines and manage risk tradeoffs

• Process and Operational Transformation: Identify process and system bottlenecks that are hindering deal velocity work with system teams on the ongoing development of our CPQ (Salesforce) ecosystem. Create process improvements and implement quickly to increase sales velocity and high-volume growth..

• Trusted Advisor: Serve as a strategic partner to Sales leadership providing objective analysis of discounting trends and competitive pricing structures crafting deal structures that are a win/win for the customer and Palo Alto Networks

• Team leadership and development: Manage and mentor a high-performing Deals Desk team fostering expertise in commercial finance deal structuring and North American market knowledge.

Qualifications

• Experience: 10 years of progressive experience in Finance FP&A or Sales Finance with a minimum of 5 years of direct experience leading a Deals Desk or Commercial Finance function.

• Leadership: Proven experience supporting a sales organization and the ability to partner with and influence senior sales leaders (VP SVP level). A strong understanding of the US and Canadian business environments and contracting nuances.

• Financial Acumen: Expert-level financial modeling and analytical skills with a strong focus on revenue gross margin and working capital impacts of commercial terms. Deep knowledge of US GAAP and revenue recognition principles (e.g. ASC 606).

• Education: Bachelors degree in Finance Accounting Economics or a related quantitative field. An MBA or CPA is highly preferred.

Preferred Experience:

• Technical Proficiency: Extensive experience with Salesforce and CPQ systems.

• Negotiation & Contractual Expertise: Experience directly supporting field sales in active customer negotiations and reviewing and managing complex terms within the deal structure.

• Analytical Skills: Ability to translate complex data analytics into executive-level strategy recommendations.

Compensation Disclosure

The compensation offered for this position will depend on qualifications experience and work location. For candidates who receive an offer at the posted level the starting base salary (for non-sales roles) or base salary commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

Were trailblazers that dream big 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.