EMEA ABM Lead

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.

Responsibilities

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; Localization & Cultural Nuance Management: Balance global marketing frameworks with regional realities; Data-Driven Optimization & Reporting: Shift away from vanity metrics to relentlessly track business outcomes; 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

Requirements

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; 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; 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); Exceptional communication and interpersonal skills; Proven capability acting as a trusted business partner to senior sales executives, guiding strategy during times of market ambiguity; 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; 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; Prior experience operating within a pan-EMEA capacity; Fluency in English is required

Nice to have

Fluency in an additional European language (e.g., French, German, Spanish or Italian) is highly advantageous