Revolutionizing protection.

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Job Summary

As Lead, MSSP & Public Sector Frameworks - EMEA, you will be responsible for strategic engagements with governments, regulators, and critical infrastructure entities. The scope will include all major areas in EMEA. You will move beyond traditional partner management to proactive deal shaping. You will hunt, negotiate, and architect complex, multi-part commercial agreements with National Telcos and Managed Security Service Providers (MSSPs). Your mission is to consolidate strategic oversight, accelerate execution, and safeguard Palo Alto Networks’ positioning as the trusted cybersecurity partner to governments and national providers. 

Key Responsibilities

• Strategic Leadership: Define and execute the strategy for government frameworks and MSSP partnerships, aligning Palo Alto Networks' commercial interests with national cybersecurity visions. 

• Commercial Execution: Proactively identify, structure, and negotiate large-scale commercial agreements and MSSP partnerships. You will spearhead the development of partnerships with major EMEA entities focusing on SASE and Cortex Cloud adoption.

• Regulatory Alignment: Own the relationship with regulators and manage local compliance frameworks. You will secure our presence in Digital Catalogues and accelerate critical certifications (such as ACN and CCN-Cert) required for public sector tenders across EMEA.

• Orchestration: Act as the single point of accountability and central orchestration point for all critical pursuits. You will marshal necessary cross-functional resources—including Legal, Product, Technical Solutions, and regional teams—to successfully execute high-value agreements.

• Program Governance: Define the strategy for MSSP enablement aligned with national frameworks and oversee the successful delivery of framework programs, ensuring partners act as a force multiplier for 24/7 monitoring and threat detection.

• Ecosystem Development: Build and expand revenue channels through MSSPs and Telcos, specifically targeting "Dark Accounts" and driving competitive replacement campaigns in the region.

• Stakeholder Coordination: Act as the primary coordination point with government bodies, national CERTs, and critical infrastructure agencies to avoid duplication and inconsistency in our engagements.

Qualifications

Qualifications

Required Qualifications

• 10–15 years of experience driving the framework sales process, ideally within Service Providers, MSSP, Public Sector, or Commercial segments.

• Deep domain expertise in Network security, large-scale SOC operations, and Cloud services will be a strong asset.

• Demonstrated experience in bid management and negotiating large-scale business frameworks, specifically with government entities and Telco MSSP programs.

• Proven ability to orchestrate external and internal company resources (partners, legal, product, technical teams) to ensure strategic commercial outcomes.

• Strong capability to identify and navigate complex compliance frameworks (e.g., ACN, CCN-Cert) and align them with business goals.

• Extensive experience operating within the EMEA region with an understanding of the specific cultural, business, and regulatory nuances. 

Preferred Qualifications

• Master of Business Administration (MBA) or equivalent.

• Existing executive-level relationships with National Service Providers (Deutsche Telekom, Orange, Telefonica, Telecom Italia, STC, BT, KPN, etc) and/or government regulatory bodies across EMEA. 

• Experience developing and managing virtual teams across diverse geographies.

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.