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
As a Senior Regional Marketing Manager, you will lead regional marketing initiatives that support account penetration, drive mid-funnel velocity, accelerate pipeline conversion, and progress opportunities into bookings across the Strategics, Majors, and Enterprise account sets for the US market. You will develop, refine, and orchestrate precision-engineered regional plans based on the US marketing strategy, heavily anchoring your approach in Account-Based Marketing (ABM) frameworks (1:1 and 1:few) to align with business objectives and Go-to-Market priorities.
Key responsibilities include:
Account-Based Marketing (ABM) Leadership and Strategy
- ABM Campaign Design: Lead the strategy, development, and direct execution of highly targeted 1:1 and 1:few ABM programs for high-value Enterprise and Strategic accounts to drive pipeline acquisition and expansion.
- Account Tiering and Insights: Partner with Regional Marketing Leaders, Sales and Data/Analytics teams to tier target account lists (TAL) utilizing intent data, predictive modeling, and historical performance.
- Buying Committee Engagement: Map key personas and buying centers within target accounts to deploy hyper-personalized messaging, content, and offers that address account-specific pain points.
- Multi-Channel Orchestration: Architect and execute integrated, multi-channel ABM plays-including personalized digital ads, tailored content, bespoke roundtables, direct mail, and customized web experiences.
Target Account Pipeline and Velocity Acceleration
- Intent-Driven Demand Gen: Utilize intent signals (e.g., Demandbase) to identify in-market accounts and launch timely, relevant messaging, content and sales plays that capture and accelerate demand.
- Mid-Funnel Velocity: Advise on targeted regional programs (webinars, virtual summits, hands-on labs) tailored specifically to move stuck or stalled target accounts through the sales cycle.
- Sales and BDR Alignment: Facilitate the strategic bridge between marketing and regional sales leadership/BDR teams to ensure tight orchestration of outbound sales plays with inbound marketing campaigns.
CXO Engagement and Bespoke Experiences
- Executive Programs: Partner with Sales Leaders to design and execute exclusive, high-impact CXO engagement events (e.g., executive roundtables, VIP dinners) that build sustained relationships with key decision-makers at target accounts.
- Thought Leadership Distribution: Leverage executive-level thought leadership assets to open doors and build trust within the C-suite of strategic accounts.
Cross-Functional Collaboration
- Hub and Field Integration: Work closely with the NAM campaign hub, global media, and corporate ABM teams to localize global campaigns and maximize regional account impact.
- Vendor and Agency Management: Oversee external vendors and ABM agencies to ensure the seamless execution of high-touch, premium account experiences.
Program Measurement and Optimization
- Account-Centric Reporting: Shift beyond traditional lead metrics to track, measure, and optimize ABM program health using account-level engagement data, pipeline lift, and velocity.
- ROI Optimization: Continuously evaluate the performance of regional activities, refining target account strategies based on data-driven insights and attribution models.
Metrics for Success
Success in this role will be measured by account-centric health and revenue impact:
- Marketing Qualified Accounts (MQAs): Number and value of target accounts reaching high-engagement thresholds.
- Target Account Pipeline Creation: Total dollar value of net-new and expansion pipeline generated within the TAL.
- Account Penetration and Engagement: Percentage increase in buying committee engagement within Tier-1 accounts.
- Deal Size and Win Rates: Dollar increase in average contract value (ACV) and win-rate improvement via ABM/DBM uplift.
- Pipeline Velocity: Reduction in sales cycle length for targeted regional accounts.
Qualifications - 10+ years of relevant work experience in field marketing, demand generation, or campaign marketing, with at least 3-5 years dedicated to Account-Based Marketing (ABM), preferably in the cybersecurity or technology industry.
- Proven track record of planning and executing successful 1:1 and 1:few ABM campaigns that resulted in measurable pipeline growth within enterprise accounts.
- Strong expertise in the ABM Tech Stack: Hands-on experience with ABM and marketing automation platforms such as Demandbase, GCP, Marketo, and Salesforce (SFDC).
- Strong sales alignment skills, with a demonstrated ability to present marketing strategies to sales leadership and co-develop account plans.
- Data-driven mindset with an understanding of account-based analytics, intent data monitoring, and multi-touch attribution models.
- Hands-on experience managing high-profile events (both virtual and in-person), executive roundtables, and custom experiences tailored for CXOs.
- Excellent communication and stakeholder management skills, with the ability to project-manage complex, multi-touch campaigns simultaneously.
- Self-starter who thrives in a fast-paced environment, capable of prioritizing high-impact ABM initiatives under strict deadlines.
- Bachelor's Degree in Marketing, Business, or a related field.
Compensation DisclosureThe 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.
$152,000.00 - $245,500.00/yr
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.
