Palo Alto Networks® is the fastest-growing security company in history.  We offer the chance to be part of an important mission: ending breaches and protecting our way of digital life. If you are a motivated, intelligent, creative, and hardworking individual, then this job is for you! Palo Alto Networks’ Director of GCS Contracts & Compliance ensures that business deals and contractual obligations are structured so that  everyone involved is positioned for success. You will represent Global Customer Services (GCS) throughout the deal lifecycle. You will analyze deals, negotiate terms, collaborate with the Sales organization to structure a beneficial and sustainable deal, and measure the outcomes to ensure value recognition for Palo Alto Networks. Additionally, you will work with our InfoSec and Legal teams to confirm GCS adherence to government regulations and contractual obligations. You will partner with GCS leaders to remediate any issues and enforce conformity to avoid penalties or jeopardize business relationships.

The ideal candidate will have a passion for both people and process. The role provides great perspective and exposure to the GCS business, leadership, and operations. We would prefer you have a knowledge and understanding of Service and Support business processes. You should have a strong desire to help Palo Alto Networks continue to deliver a Legendary Services’ experience for our customers and partners.

Responsibilities:

• Understand the business objectives to design a deal structure that maximizes the value of the opportunity
• Be involved with or advise on customer negotiations, including commercial aspects of the deal structure
• Understand the impact of contract terms to Revenue Recognition, Pricing, Legal, etc. and provide alternative solutions to the Customer or Account Team
• Partner with field representatives & Sales leaders to manage complex deal structure processes, close plans, and time lines for high-priority deals
• Support large, complex, standard & non-standard transactions with business insight, pricing, product knowledge, analysis, and direct client interaction
• Operationalize transactions and communicate to all relevant parties for awareness to support successful, repeatable, and efficient process implementation end to end
• Accelerate & document approval process for non-standard deal terms such as limits/rules, approver roles, and proxies for fallback responsibility
• Develop the analytics to measure deal adherence and value recognition for GCS ensuring that all terms, services and products agreed to with the customer are stated clearly in the contract
• Support negotiations of terms and conditions of Professional Services Agreements
• Coordinate with InfoSec and Legal to identify all regulations and contractual obligations required of GCS
• Develop training methodology to educate all necessary GCS resources for understanding and adherence to required terms
• Audit and measure behaviors to ensure compliance and immediately address any areas of non-compliance

Qualifications:

• 10+ years experience in deal execution, compliance, and business practices
• Accounting & Finance background is highly desired
• Act as trusted advisor to sales account team to support the execution of key aspects of the sales cycle for strategic, complex, or highly competitive opportunities
• Stay current and informed on market trends and service sales campaigns, understand objectives and relevance, and applying them across sales organization/region
• Inspire and influence internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and goal achievement
• Skilled at managing complex deal proposals with on-prem, hybrid, and SaaS subscription models
• Experience with both direct & channel sales model
• Experience with establishing best practices around implementing pricing strategies
• Strong understanding of revenue recognition issues
• Must be a self-starter with strong organization skills
• Detail oriented team player with excellent verbal & written communication skills
• Ability to thrive in a dynamic, fast paced, results oriented environment
• demonstrate leadership through innovation in everything you do and a relentless commitment to win

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