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Senior Manager, Pricing and Licensing (US, London, or Netherlands)

Company: Palo Alto Networks
Location: Santa Clara
Posted on: June 20, 2022

Job Description:

Company DescriptionOur MissionAt 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.We're changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we 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.The TeamAre you looking for a career with a more fulfilling mission? We have open positions to top talent seeking a challenge. Being part of the Finance department, Pricing and Licensing function performs deep analyses to understand the business and inform the strategic direction of the company. The ideal candidate has exceptional skills in financial modeling, pricing analytics and an innovative mindset to approach problems differently. Our innovation doesn't stay in Research and Development. Within Pricing and Licensing, we seek people who are looking to try new things, while solving business critical equations. If you're seeking a challenge with a worldwide impact - this is it.Job DescriptionYour CareerPalo Alto Networks is looking for an experienced individual to drive success of its Pricing & Licensing organization as the Sr. Manager, Pricing & Licensing. You are a self-starter, strategic thinker, great communicator, strong team player, and enjoy collaborating with people with a diverse set of cultural backgrounds and professional talents in a dynamic fast-paced environment.Reporting to the VP of Pricing & Licensing, Sr. Manager is primarily responsible for leading the development of the pricing strategies and licensing structures across Palo Alto Networks hardware and software product portfolio, focusing on the creation of new and innovative pricing models, setting price levels, constructing licensing structures, and structuring pricing promotions and packaging. In this role, you will also continuously assess pricing and licensing needs of the operating units, define new opportunities for pricing improvement, conduct customer segmentation, perform competitive analysis, develop financial models, and help product organization to define overall go-to-market strategies. You will play a key role in shaping the future direction and growth of Palo Alto Networks pricing & licensing organization and work side by side with company's senior leaders to drive success of Palo Alto's Network cybersecurity solutions in the market place.Your Impact

  • Lead the pricing and licensing activities across Palo Alto Networks operating units, working collaboratively to develop and implement Pricing strategies across Product, Finance and GTM (Go to Market) teams
  • Interact with the senior leadership and product teams to determine licensing strategy, priorities, and to provide regular visibility of progress
  • Coordinate cross functional teams to align priorities with revenue goals
  • Develop new and improve on existing pricing strategy development processes, frameworks, and approaches
  • Conduct pricing analyses to inform pricing strategy for new, renew and upsell/cross-sell offerings
  • Conduct and commission end-user pricing studies, including competitive market positioning and price elasticity analyses
  • Construct localized or vertical pricing approaches (e.g. local theaters, channel, or industry specific pricing strategies)
  • Maximize revenue by establishing margin goals for the field, developing expansion go-to-market motions, and improving end-user and partner discounting over time
  • Support local theaters by developing local pricing promotions and offers
  • Work cross-functionally to manage the licensing process, reducing complexity and ensuring customer satisfaction
  • Lead pricing analysis for quarterly business performance reviews
  • Provide mentorship and guidance to Pricing AnalystsQualificationsYour Experience
    • Bachelor's in Finance, Economics, Business Administration, or equivalent. Master's Degree is strongly preferred.
    • 5 + years of experience in leading cross functional teams in developing pricing and licensing strategies for High Tech and/or B2B software companies
    • Broad experience with
    • 2 + years of people management experience
    • History of presenting recommendations and getting buy-in from senior executives
    • Exceptional presentation skills, concise and fluent in communication
    • Ability to distill complexity via a methodical and structured approach
    • Approximately 10- 20% domestic/international travel may be requiredAdditional InformationOur CommitmentWe are 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.Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we 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.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.Disclosure required by sb19-085 (8-5-20) of the minimum compensation (includes on-target earnings = base + on target incentives for sales roles) for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $121,700/yr. Depending on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found here.Covid-19 Vaccination Information for Palo Alto Networks Jobs
      • Vaccine requirements and disclosure obligations vary by country.
      • Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
        • The job requires accessing a company worksite
        • The job requires in-person customer contact and the customer has implemented such requirements
        • You choose to access a Palo Alto Networks worksite
        • If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.Covid-19 Vaccination Information for Palo Alto Networks Jobs
          • Vaccine requirements and disclosure obligations vary by country.
          • Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
            • The job requires accessing a company worksite
            • The job requires in-person customer contact and the customer has implemented such requirements
            • You choose to access a Palo Alto Networks worksite
            • If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.

Keywords: Palo Alto Networks, Santa Clara , Senior Manager, Pricing and Licensing (US, London, or Netherlands), Executive , Santa Clara, California

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