Federal GTM Strategy Lead, Public Sector & AI Security

Palo Alto Networks, Inc.; Reston (VA); On-site; USD 139,000 - 226,000; Full time

Job summary

Palo Alto Networks is seeking a Public Sector GTM Strategic Program Manager to drive federal market growth across Civilian, DoD, and Intelligence agencies. You will connect executive leadership with frontline sales and multi-year capture efforts, translating platform capabilities like Zero Trust and AI security into mission-tailored campaigns.

You will scale initiatives by integrating AI-driven pipeline insights, automating content for field reps, and reducing admin friction to focus on

Qualifications

• 8+ years of GTM strategy, sales enablement, business development, or product marketing experience in cybersecurity or enterprise SaaS, focused on US Federal markets.
• Understanding of federal cybersecurity mandates and certification frameworks (Zero Trust, FedRAMP, DoD ILs, CMMC).
• Strong analytical ability with AI-powered analytics, automated data workflows, and advanced dashboards.
• Effective verbal and written communication with senior audiences.
• Proven track record delivering GTM outcomes and driving multi-stakeholder execution.
• Bachelor's degree in business, marketing, or related field.
• Collaborative team player who supports execution beyond strategy.
• Fluency in creating executive-ready slides and data-driven insights.
• Self-starter thriving in fast-paced, high-growth environments.
• Public sector and enterprise technology knowledge is a plus.

Responsibilities

• Build trusted-advisor relationships with Federal sales and engineering leadership to align field execution with GTM priorities.
• Translate business data into actionable sales strategies and revenue growth insights from internal dashboards.
• Own priority content and sales plays for the federal market, translating platform capabilities into mission-relevant positioning.
• Maintain alignment across sales ops, field marketing, channels, and product teams with federal priorities.
• Formulate executive-level business cases and strategic presentations to secure funding for certifications like FedRAMP and DoD ILs.
• Drive account strategy reviews, pipeline forecasting, sales kickoff, and strategic customer engagements.
• Coordinate with Federal BD and Capture teams to attach Palo Alto Networks solutions to major government opportunities.

Skills

GTM strategy

Sales enablement

Business development

Product marketing

Federal markets

Executive communication

Data-driven insights

Cross-functional collaboration

Education

Bachelor's degree

Job description

Palo Alto Networks is seeking a Public Sector GTM Strategic Program Manager to drive federal market growth across Civilian, DoD, and Intelligence agencies. You will connect executive leadership with frontline sales and multi-year capture efforts, translating platform capabilities like Zero Trust and AI security into mission-tailored campaigns.

You will scale initiatives by integrating AI-driven pipeline insights, automating content for field reps, and reducing admin friction to focus on