Deal Desk Manager

Palo Alto Networks•Boston, MA

1d•$121,800 - $196,900

About The Position

Palo Alto Networks is seeking a highly motivated, results-oriented Deal Desk Manager for North America. The role structures profitable, compliant transactions that address the needs of internal corporate customers while improving sales-team effectiveness and productivity. The successful candidate works across departments with differing needs, uses critical analysis to solve problems, and contributes to process review and continuous improvement. The manager partners with North American sales on strategic, enterprise, commercial, and public-sector accounts. They assess deal economics, commercial terms, and operational requirements; support large-deal closure; review non-standard pricing and terms; and ensure transactions comply with revenue recognition policies and operational guidelines. The role also coordinates with cross-functional teams, supports sales as a trusted advisor, and communicates with partners to meet deadlines. Most teams work from the office full time, with flexibility when needed.

Requirements

At least 7 years of experience as a Deal Desk Manager in a technology environment, in a finance or sales operations role, or in a related field.
Demonstrated ability to build strong working relationships with internal business units.
Ability to work independently in a fast-paced environment.
Experience in data analysis, modeling, and/or financial analysis.
Strong communication, organizational, and problem-solving skills.

Nice To Haves

Intermediate or advanced Salesforce skills.
Intermediate or advanced Microsoft Excel skills.

Responsibilities

Work with North American Sales on strategic, enterprise, commercial, and public-sector accounts.
Provide senior leadership with financial models and evaluations of deal economics, commercial terms and conditions, and operational requirements to present opportunity risk and reward.
Become an expert in CPQ (Steelbrick) quoting tools and review and enforce revenue recognition compliance for quoting.
Review and approve non-standard pricing requests escalated to executive-manager level, including financial analysis of gross margin, revenue compliance, and non-standard terms on strategic deals such as Enterprise Agreements.
Partner with field sales to drive large-deal closure and serve as a one-touch resource and trusted advisor to field sales.
Liaise on behalf of sales with finance, legal, order management, and other organizations involved in the agreement process.
Work with cross-functional stakeholders to develop deal solutions and decision support.
Collaborate with impacted parties to generate documents that facilitate deal closure.
Ensure required approvals, including discounts and contractual terms, are obtained and clearly documented.
Advocate for sales and partner with internal organizations to understand contract requirements, deal structure, business terms, and potential risks or opportunities affecting performance, growth, and strategic positioning.
Ensure adherence to policies, procedures, revenue recognition policies, and operational guidelines.
Evaluate current processes and recommend improvements.
Provide excellent customer service and meet deadlines through communication with cross-functional partners by email, phone, meetings, or other methods.