Deals Desk Manager (Fed)

Company Description

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Our Approach to Work

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together

Job Description

Your Career 

We are looking for a highly motivated, results orientated Deals Desk Manager - North America to join our organization. The primary focus of this position will be to help structure profitable and compliant transactions that address the needs of a diverse set of internal corporate customers and increase the effectiveness and productivity of our sales teams. The right person for this job has a team player approach, the ability to work across departments with disparate needs and excels at problem solving through critical analysis and is challenged by process review and continuous improvement. 

Your Impact

• Effectively work with NAM Sales to work on Enterprise, Sled and Federal deals
• Provide Sr. Leadership with financial models and evaluation of deal economics, commercial terms and conditionals and operational requirements to present risk/reward profile for opportunities
• Become expert on Callidus and Steelbrick quoting tools, reviewing and enforcing revenue recognition compliance for all quoting.
• Key resource reviewing and approving all non-standard pricing requests that reach the level of executive manager
• Review will include financial analysis for gross margin, revenue compliance, non standard terms requests on strategic deals including Enterprise Agreements. 
• Partner with field sales organization to drive large deal closure, including being one-touch resource for field sales; responsible for liaising with all organizations involved in the agreement process (finance, legal, order management, etc.) on behalf of sales. Personally services as a trusted advisor to field sales on deals
• Work with cross-functional stakeholders for decision support deal solutions.
• Collaborate with impacted parties to generate acceptable documents to facilitate deal closure
• Ensure required approvals, such as discounts and contractual terms, are obtained and clearly documented.
• Be a sales advocate and partner to internal organizations to understand contract requirements, structure, business terms and identification of potential risks and/or opportunities that can affect performance, growth and strategic positioning.
• Responsible for adherence to and compliance with policy and procedures
• Evaluate current processes and offer recommendations for areas of improvement
• Ensure that all transactions adhere to internal revenue recognition policies and operational guidelines
• Excellent customer service, taking charge to meet deadlines by communicating with cross-functional partners through email, phone, meetings, or any other method to deliver on-time
• Understand GAAP Rules

Qualifications

Your Experience 

• Bachelor's Degree in Finance, Business, Economic or related field 
• 5~7 years of relevant experiences around Commercial Finance, Deals Desk / Deals Management, or Sales Finance within the High-Tech industry
• Demonstrated capability to build strong working relationships with internal business units
• Ability to work independently in fast paced environment
• Experience of data analysis, modeling and/or financial analysis
• Intermediate/advanced Salesforce.com and MS Excel skills are highly recommended
• Strong communication, organizational and problem-solving skills

Additional Information

The Team

Our Sales team members work hand in hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security. 

As part of our Sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development. As a member of our Sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats.

Our Commitment

We’re trailblazers who 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 disabilities. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected]. 

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

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/commissioned roles) is expected to be between $101,700/yr to $164,450/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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