Senior Business Development Consultant - Enterprise Agreements

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 CareerWe 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 ImpactCustomer & Partner EngagementAct as a trusted advisor to enterprise customers and channel partners on flexible software consumption models and enterprise licensing optionsLead conversations with customer stakeholders to understand business needs, current usage, and long-term objectivesCollaborate with partners to co-design bundled offerings that drive value for all partiesDeal Structuring & ExecutionBuild tailored licensing frameworks, Enterprise Agreements (EA) based on customer usage, growth projections, and installed base analysisPartner closely with Sales, Legal, Finance, and Product teams to develop, position, and negotiate compelling commercial proposalsSupport the field through the full deal lifecycle-from ideation to contract execution and renewal Business & Financial ModelingCreate and maintain advanced financial and business models for multi-year, usage-based or subscription-based licensing agreementsDevelop BAU and growth scenarios, enabling sales and customers to make informed decisions.Present business cases to internal and external stakeholders clearly and convincinglyPost-Sales OptimizationSupport adoption and consumption analysis to help customers realize full value from their agreementsIdentify upsell and cross-sell opportunities by analyzing customer usage patterns and collaborating with Sales and Customer Success teamsProgram ImprovementAnalyze deal data and sales team feedback to identify gaps and streamline EA processesHelp 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 developmentDeep 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 datasetsStrong commercial acumen-able to construct and present credible financial models and business casesHigh attention to detail, structured thinking, and strong written and verbal communication skills.Experience working in matrixed global organizations and navigating complex deal cyclesExperience working cross-functionally with Legal, Sales, Operations, and Finance in a global matrixed environmentProficiency in CRM and analytical tools: Salesforce, Excel/Google Sheets, Tableau, or similar BI platformsHighly organized, self-motivated, detail-oriented, and customer-obsessed

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.