Senior Business Development Consultant - Enterprise Agreements

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

• 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

• 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 lifecycle-from ideation to contract execution and renewal

• 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

• 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

• 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

• 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 models-subscription, 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 acumen-able 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