Federal Marketing Manager

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 We are seeking a dynamic, results-driven Federal Marketing Manager with a relentless bias for action, exceptional attention to detail, and a revenue-generating mindset to join our U.S. Public Sector Marketing team. In this role, you will work hand-in-hand with our Federal sales and channel leadership teams to design and execute high-impact marketing programs that generate pipeline, accelerate deal velocity, and expand our footprint across Federal Civilian agencies, Federal Systems Integrators (FSIs), and the Department of War (DoW). You will own regional field marketing execution, including high-touch industry and owned events, virtual roundtables, account-based marketing (ABM) initiatives, and partner co-marketing with premier distributors like Carahsoft. We are looking for a high-agency team player, a self-starter who builds deep relationships, leverages modern AI tools to work smarter, and takes proud ownership of campaigns from concept to execution. Field & Channel Program Execution 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. Event Leadership & Campaign Management 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. Account-Based Marketing (ABM) & AI-First Execution 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. AI-First Productivity: Embrace an "AI-first" mindset by actively leveraging approved AI tools to streamline government policy research, draft first-pass messaging, and accelerate everyday workflows. Performance Analytics & Budget Stewardship Funnel Optimization: Track, measure, and analyze field marketing performance across full-funnel metrics to continuously optimize ROI. Budget Management: Manage and balance the Federal field marketing budget to ensure disciplined spend and maximum return on investment. Qualifications 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 f