ABM EMEA Lead

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

Job Summary

As the ABM EMEA Lead you will be the connective tissue between our global marketing strategy, product marketing engines, and regional enterprise sales teams. You will design, execute, and optimize data-driven, hyper-targeted marketing programs aimed at a defined list of high-value strategic and major accounts across the EMEA theatre.

Your mission is to drive brand disruption, accelerate pipeline velocity, and foster deep C-level engagement. You will leverage intent data, AI-driven marketing tech, and highly customized content workflows to establish Palo Alto Networks as the cybersecurity platform partner of choice for EMEA’s largest enterprises.

Your Impact

• Strategic Account Alignment: Partner closely with Regional Sales Directors and Strategic/Major Account Managers to select target accounts, analyze account insights, and co-create bespoke 1:1 and 1:few ABM plans that align with specific regional pipeline goals.

• Campaign Orchestration & Execution: Architect and deploy multi-channel, personalized ABM campaigns (including digital, content syndication, tailored nurture tracks, executive roundtables, and high-touch bespoke events) that address the specific pain points of target personas (e.g., the C-Suite and the wider Decision-Making Buying Group).

• Cross-Functional Collaboration & Internal Amplification: Navigate a highly matrixed organization by acting as the bridge between EMEA Field Marketing teams, Global Campaign Hubs, Paid Media, and Partner Ecosystem teams to ensure campaign consistency and zero-defect execution. Drive a rigorous internal amplification and alignment rhythm, which includes leading continuous reporting with sales and marketing, publishing ABM newsletters, attending regional monthly and QBR meetings, and providing bi-weekly email updates to key stakeholders.

• Localization & Cultural Nuance Management: Balance global marketing frameworks with regional realities. Adapt messaging, content strategies, and delivery channels to fit the unique linguistic, cultural, and compliance (e.g., NIS2, DORA, Sovereignty) needs of various EMEA sub-regions.

• Data-Driven Optimization & Reporting: Shift away from vanity metrics to relentlessly track business outcomes. Interrogate intent data, monitor funnel health, and report on ABM KPIs (such as account engagement, pipeline acceleration, marketing sourced pipeline, CxO engagements, focused on maximizing contributions to >50% Top 300 Accounts platform penetration and ROI) during quarterly business reviews with sales leadership.

• AI Integration: Actively embrace and weave AI capabilities into the fabric of daily workflows using AI tools to scale deep account research, streamline hyper-personalized content creation, and analyze predictive intent data. Build a repeatable, AI-enabled content framework to create relevance across industries, use cases, accounts, and personas. You will actively weave AI into daily workflows contributing to a real-time, AI-powered EMEA asset repository.

Qualifications

Your Experience

• B2B Enterprise Experience: 5–7+ years of hands-on experience in Enterprise Field Marketing, Demand Generation, or specific ABM roles, ideally within the cybersecurity, SaaS, or deep technology sectors.

• ABM Practice Mastery: Proven track record of planning and executing outcome-based 1:1,1:few, and 1:many ABM programs that have directly resulted in increased marketing-sourced pipeline and shortened sales cycles for high-value accounts.

• MarTech Proficiency: Strong familiarity and comfort with enterprise marketing technology stacks, including CRM (Salesforce), Marketing Automation (Marketo), and ABM/Intent platforms (e.g., Demandbase, 6sense, ZoomInfo), alongside webinar/event platforms (ON24, Splash).

• Stakeholder & Relationship Management: Exceptional communication and interpersonal skills. Proven capability acting as a trusted business partner to senior sales executives, guiding strategy during times of market ambiguity.

• Analytical Mindset: Comfortable using data to tell a story. Demonstrated understanding of full-funnel metrics, Multi-Touch Attribution (MTA), and how to derive actionable insights from account engagement analytics.

• Adaptability & Execution Focus: High-energy self-starter with a "can-do" attitude, capable of balancing big-picture strategy with precise operational execution while managing competing priorities in a fast-paced environment.

• EMEA Regional Nuance: Prior experience operating within a pan-EMEA capacity. Fluency in English is required; fluency in an additional European language (e.g., French, German, Spanish or Italian) is highly advantageous.

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.

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.