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.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Your Career

We 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 Impact

Customer & Partner Engagement

• 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

Deal Structuring & Execution

• 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
   

Business & Financial Modeling

• 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

Post-Sales Optimization

• 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

Program Improvement

• 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

Your Experience 

• 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

The Team

Our Go-To-Market team is driven, agile, and deeply committed to advancing our industry and creating a safer world. We foster a culture of respect, ownership, and inclusion, where everyone's voice matters. Our empathetic leadership is accessible and provides the necessary support for authentic connections. Innovation thrives in our environment, and we celebrate achievements while maintaining high standards. Our culture encourages personal and professional growth, with leaders and teams supporting each other through objective feedback. Join us and be a part of a dynamic, accountable, and empowering work experience.

Our Commitment

We’re problem solvers that 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.