VP, Pricing & Licensing

Accounting and Finance Santa Clara, California


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.

Your Career

Palo Alto Networks is looking for an experienced individual to lead its Pricing & Licensing operations as the VP, Pricing & Licensing. You are a self-starter, strategic thinker, great communicator, and enjoys collaborating with people with a diverse set of talents in a dynamic fast-paced environment.

Reporting to the CFO, the VP, Pricing & Licensing is primarily responsible for directing and executing the end-to-end pricing & licensing strategy for Palo Alto Networks, including price setting, licensing models, price promotions/packaging and customer and partner discounting. You will play a key role in shaping the future direction and growth of Palo Alto Networks pricing & licensing operations. You'll be an experienced pricing and licensing executive focused on strategy and execution.

Your Impact

  • Lead the pricing and licensing function, working collaboratively to develop and implement Pricing strategies across Product, Finance and GTM (Go to Market) teams
  • Interact with the senior leadership team to determine licensing strategy, priorities, and to provide regular visibility of progress
  • Coordinate teams to align priorities with revenue goals
  • Run pricing analyses to inform pricing strategy for new, renew and upsell/cross-sell offerings
  • Develop a Pricing and Licensing playbook, which articulates the pricing strategy and approach for the GTM teams and partners
  • Conduct and commission end-user pricing studies, including competitive market positioning and price elasticity analyses
  • Lead the definition of cloud pricing and licensing strategy in support of customers transitioning from on-prem business models
  • Develop global pricing, as well as any localized or vertical pricing approaches, such as multi-currency
  • Maximize revenue by establishing margin goals for the field, developing expansion GTM motions, within strategic parameters, and improving end-user and partner discounting over time
  • Support deal desk in carrying out deal profitability analyses and optimizing deal structures
  • Work cross-functionally to manage the licensing process, reducing complexity and ensuring customer satisfaction
  • Develop and implement inbound and outbound licensing strategy, both short term and long term
  • Negotiate and close licensing transactions

Your Experience

  • Bachelor’s in business administration, Finance, Economics, or equivalent (e.g., CPA, MBA) strongly preferred
  • 15+ years of experience in designing and implementing pricing and licensing strategies for B2B software companies
  • 6+ years of people management experience
  • 10+ years of relevant Director or Executive managerial experience
  • History of presenting recommendations and getting buy-in from senior executives and the Board
  • Strong track record of closing licensing deals for significant value
  • Experience and understanding of patent and portfolio valuation
  • Solid experience in licensing negotiations and responding to arguments
  • Exceptional presentation skills, concise and fluent in communication
  • Ability to distill complexity via a methodical and structured approach
  • Approximately 15- 25% domestic/international travel may be required

The Team

You’re looking for a career with a more fulfilling mission. We have open positions to top talent seeking a challenge. Our finance department performs deep analyses to understand the business and inform the strategic direction of the company. The ideal candidate has exceptional skills in financial modeling and analytics and an innovative mindset to approach problems differently. Our innovation doesn’t stay in Research and Development. Within finance, 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.

Our Commitment

We’re 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. To learn more about our dedication to inclusion and innovation, visit our Life at Palo Alto Networks page and our diversity website.

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.

We’re 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. To learn more about our dedication to inclusion and innovation, visit our Life at Palo Alto Networks page and our diversity website.


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