5-7 years of field marketing experience, with 3-5 years in the Federal government market.
Exceptional event planning and execution skills, including vendor management and logistics.
Proven track record in demand generation and account-based marketing.
Ability to travel up to 30% of the time.
Strong understanding of Federal procurement processes and agency buying behaviors.
Familiarity with key government distributors like Carahsoft.
Proficiency with marketing automation and CRM tools.
Responsibilities
Drive pipeline growth and enhance brand equity across Federal accounts.
Collaborate with partners to execute joint marketing campaigns and events.
Maintain operational rhythms with sales leadership to optimize pipeline coverage.
Partner with BDRs for lead follow-up and sales enablement.
Plan and execute logistics for field events and sponsorships.
Design cost-effective event experiences compliant with federal guidelines.
Produce webinars and virtual content tailored to Federal mission priorities.
Benefits
Comprehensive health and wellness programs.
Flexible work arrangements.
Professional development opportunities.
Employee stock purchase plan.
Generous paid time off and holidays.
Full Job Description
Job Summary
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.
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 fluency or active curiosity in utilizing provisioned AI tools to drive workflow efficiency and messaging agility.
Core Mindset & Attributes
Results & Data Driven: Highly results-oriented with a strong passion for performance measurement, reporting, and analytics.
Action-Oriented & Flexible: Flexible self-starter who operates with an intense bias for action and thrives in fast-paced environments.
Cross-Functional Influence: Energetic and persuasive communicator capable of leading cross-functional teams to achieve regional marketing objectives.
Agile Problem Solving: Proven ability to manage multiple complex projects simultaneously under tight deadlines while navigating evolving variables.
Revenue Ownership: A strong revenue-generating mindset where pipeline ownership, both wins and losses, is second nature.
Sales Integration: Views themselves as a core, indispensable member of the regional sales team rather than just a marketing catalyst.
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$134,600.00 - $217,800.00/yr
About Palo Alto Networks
Palo Alto Networks, Inc. is an American multinational cybersecurity company with headquarters in Santa Clara, California. Its core products are a platform that includes advanced firewalls and cloud-based offerings that extend those firewalls to cover other aspects of security. The company serves over 70,000 organizations in over 150 countries, including 85 of the Fortune 100. It is home to the Unit 42 threat research team and hosts the Ignite cybersecurity conference.
