Federal Marketing Manager

Responsibilities

• Pipeline & Brand Growth: Drive quality pipeline growth and increase Palo Alto Networks’ brand equity across Federal Civilian, FSI, and Department of War (DoW) accounts through targeted field and channel programs.
• Partner Co-Marketing: Collaborate with channel partners and government-focused distributors, such as Carahsoft, to build and execute joint pipeline generation plans, partner alignment events, and co-marketing campaigns.
• Sales Cadence & Alignment: Act as an extended member of the regional sales team. Maintain tight operational rhythms with sales leadership to optimize pipeline coverage, accelerate deal velocity, and align on territory plans.
• BDR Synergy & Enablement: Partner closely with Business Development Representatives (BDRs) on lead follow-up and outreach while educating sales teams on upcoming campaign activations and sales enablement plays.
• Flawless Event Logistics: Plan, manage, and execute end-to-end logistics for field events, regional sponsorships, customer roundtables, and executive-level briefings.
• Ethics-Compliant Formats: Design creative, cost-conscious event experiences (e.g., agency briefings, lunch-and-learns) that strictly comply with federal ethics guidelines and gift-limit restrictions.
• Marquee Event Activation: Support regional execution surrounding flagship events, such as Public Sector Ignite, and maximize participation in major third-party industry conferences.
• Virtual Engagement: Produce and deliver webinars and virtual roundtable content tailored to specific Federal Civilian and DoW mission priorities.
• Agency ABM Execution: Partner with the NAM Campaign Center of Excellence (COE) to deploy tailored ABM strategies for high-priority Federal accounts.
• Mission-Centric Content: Tailor corporate product messaging into compelling, mission-aligned content for email campaigns, BDR call scripts, Outreach sequences, and digital marketing collateral.

Requirements

• Federal Marketing Background: 5 to 7+ years of field marketing experience, with 3 to 5+ years specifically focused on the Federal government market (Civilian and DoW).
• Event Mastery: Exceptional event planning and execution capabilities, including contract negotiation, vendor management, onsite logistics, and attendee recruitment strategies.
• Demand Generation & ABM: Proven track record in demand generation, account-based marketing, and executing multi-channel programs that drive deal acceleration.
• Mobility: Ability to travel up to 30% of the time.
• Federal Ecosystem Insights: Strong understanding of Federal procurement processes, contract vehicles, government fiscal year budget cycles, and agency buying behaviors.
• Distribution & Channel Networks: Direct familiarity with key government distributors and resellers, including Carahsoft.
• B2G Value Propositioning: Proven capability to translate complex cybersecurity solutions into clear, mission-aligned value propositions for Federal B2G personas.
• MarTech & Tools: Proficiency with marketing automation platforms, CRM systems, sales engagement tools (e.g., Outreach), and performance reporting tools.
• AI Agility: Operational fluency or active curiosity in utilizing provisioned AI tools to drive workflow efficiency and messaging agility.