セキュリティ対策に革命を。

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

Your Career

Join our Enterprise Agreements (EA) team as a Senior Strategic Deal Consultant, where you will shape how the largest organizations across JAPAC consume cybersecurity as a platform.

This role sits at the intersection of commercial strategy, enterprise transformation, and executive deal leadership, helping customers transition from fragmented purchasing motions into scalable, long-term enterprise agreements that accelerate platform adoption and deliver measurable business outcomes.

You will partner closely with customers, channel partners, Sales, Finance, Legal, Services, and Customer Success leaders to architect innovative commercial frameworks aligned to customer growth, technology modernization, and cyber transformation priorities.

This is an ideal role for a leader who thrives in complex, high-value enterprise negotiations, can translate installed base and usage insights into compelling business cases, and can influence senior stakeholders across a highly matrixed environment.

Your Impact

Strategic Deal Architecture & Customer Transformation

• Lead the design of complex multi-year Enterprise Agreements that align customer technology roadmaps, installed base, and long-term cybersecurity transformation priorities

• Architect innovative licensing and commercial frameworks that simplify fragmented buying motions into enterprise-wide platform agreements

• Develop transformation-oriented commercial pathways that accelerate standardization, consolidation, and increased platform adoption

• Act as a trusted advisor to enterprise customers and partners on flexible software consumption and strategic licensing models

Data-Led Commercial Strategy

• Analyze installed base, product adoption, consumption trends, renewal signals, and growth projections to identify customer problem statements and construct compelling EA value propositions

• Translate customer telemetry and usage insights into executive-ready business cases that quantify long-term financial and strategic value

• Build advanced financial models across BAU, optimization, and growth scenarios to support multi-year decision making

• Identify whitespace, cross-sell, and upsell opportunities through data-backed commercial insights

Executive Deal Leadership

• Lead virtual deal teams across Sales, Pre-Sales, Pricing, Finance, Legal, Services, Renewals, and Customer Success to align stakeholders around complex enterprise agreements

• Drive end-to-end deal lifecycle ownership from strategy, business case development, proposal positioning, negotiation, contracting, and renewal optimization

• Influence customer executives, partners, and internal leadership teams to align on long-term enterprise commercial strategies

• Navigate complex approvals and governance processes across global matrixed organizations

Program Innovation & Best Practices

• Identify recurring friction points in enterprise agreement motions and lead process simplification initiatives

• Build scalable playbooks, financial modeling templates, negotiation frameworks, and best practices for non-standard or transformation-led licensing scenarios

• Provide field enablement and thought leadership on enterprise commercial strategy trends and innovative deal constructs
  

The ideal candidate combines:

• deep enterprise licensing and commercial structuring expertise

• strong consultative selling and executive stakeholder leadership

• advanced data analysis and financial modeling

• transformation-oriented platform deal experience

• strong cross-functional influence in global matrixed environments

They are energized by solving ambiguous customer challenges, turning complex usage data into strategic business value, and shaping enterprise-wide commercial outcomes.

Your Experience

• 10+ years in enterprise software, cloud, infrastructure, or cybersecurity with deep experience in strategic deal structuring, enterprise licensing, pricing, or commercial strategy

• Proven success leading Enterprise License Agreements, platform agreements, transformation-led renewals, or complex multi-year software negotiations

• Strong understanding of subscription, consumption-based, hybrid, and enterprise-wide licensing constructs

• Demonstrated ability to use installed base, telemetry, usage, and commercial data to define customer problem statements and build compelling strategic proposals

• Advanced financial modeling and scenario-building expertise for multi-year complex agreements

• Executive presence with the ability to influence C-level stakeholders internally and externally

• Exceptional stakeholder leadership across Sales, Pre-Sales, Pricing, Finance, Legal, Services, and Renewals

• Experience working across regional or global matrixed enterprise environments

• Strong proficiency with Salesforce, Excel, or similar analytics platforms

• High ownership mindset, structured problem solving, and strong communication skills

Qualifications

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 accommodations@paloaltonetworks.com.

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.

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