Federal Marketing Manager

Palo Alto Networks•Reston, VA

About The Position

Palo Alto Networks is seeking a results-driven Federal Marketing Manager to join its U.S. Public Sector Marketing team. The role partners closely with Federal sales and channel leadership to create and execute marketing programs that generate pipeline, accelerate deal velocity, and grow the company’s presence across Federal Civilian agencies, Federal Systems Integrators (FSIs), and the Department of War (DoW). The manager owns regional field marketing execution, including industry and company events, virtual roundtables, account-based marketing (ABM), and partner co-marketing with government-focused distributors such as Carahsoft. The position combines sales alignment, campaign and event leadership, ABM execution, performance measurement, and budget stewardship. It requires close coordination with sales leaders, Business Development Representatives, channel partners, and the NAM Campaign Center of Excellence. The manager is expected to tailor cybersecurity messaging to Federal mission priorities and use approved AI tools to support research, content development, and workflow efficiency. Palo Alto Networks describes its work model as primarily office-based, with flexibility when needed, and states that the role may require travel up to 30% of the time. The position does not offer immigration sponsorship. Compensation is expected to be $134,600–$217,800 per year in base salary, with possible restricted stock units and a bonus; the offered amount depends on qualifications, experience, and work location.

Requirements

5 to 7+ years of field marketing experience, including 3 to 5+ years focused on the Federal government market (Civilian and DoW).
Exceptional event planning and execution skills, including contract negotiation, vendor management, onsite logistics, and attendee recruitment.
Proven demand generation and account-based marketing experience, including multi-channel programs that accelerate deals.
Ability to travel up to 30% of the time.
Strong understanding of Federal procurement processes, contract vehicles, government fiscal-year budget cycles, and agency buying behaviors.
Direct familiarity with government distributors and resellers, including Carahsoft.
Ability to translate complex cybersecurity solutions into clear, mission-aligned value propositions for Federal B2G audiences.
Proficiency with marketing automation platforms, CRM systems, sales engagement tools such as Outreach, and performance reporting tools.
Results-oriented approach and strong interest in performance measurement, reporting, and analytics.
Self-starter with a strong bias for action who can operate flexibly in fast-paced environments.
Strong communication and cross-functional influence skills.
Ability to manage multiple complex projects under tight deadlines while adapting to changing circumstances.
Revenue-generating mindset, including ownership of pipeline outcomes.
Ability and willingness to operate as an integral member of a regional sales team.

Nice To Haves

Operational fluency or active curiosity in using provisioned AI tools to improve workflow efficiency and messaging agility.

Responsibilities

Drive quality pipeline growth and increase brand equity across Federal Civilian, FSI, and DoW accounts through targeted field and channel programs.
Collaborate with channel partners and government-focused distributors, including Carahsoft, on joint pipeline plans, partner events, and co-marketing campaigns.
Maintain operational rhythms with sales leadership, optimize pipeline coverage, accelerate deal velocity, and align marketing with territory plans.
Partner with BDRs on lead follow-up and outreach, and inform sales teams about campaign activations and enablement plays.
Plan and execute logistics for field events, regional sponsorships, customer roundtables, and executive briefings.
Develop cost-conscious event formats that comply with Federal ethics guidelines and gift-limit restrictions.
Support regional activation of flagship events such as Public Sector Ignite and participation in major third-party industry conferences.
Produce webinars and virtual roundtable content tailored to Federal Civilian and DoW mission priorities.
Partner with the NAM Campaign Center of Excellence to deploy ABM strategies for high-priority Federal accounts.
Adapt corporate product messaging into mission-aligned content for email campaigns, BDR call scripts, Outreach sequences, and digital collateral.
Use approved AI tools to support government policy research, draft messaging, and improve workflow efficiency.
Track and analyze full-funnel field marketing performance to optimize return on investment.
Manage the Federal field marketing budget and maximize return on investment.