Public Sector GTM Strategic Program Manager

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

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 the Public Sector GTM Strategic Program Manager, you take full ownership of driving public sector growth across Civilian, DoW, and Intelligence agencies. You actively build the connective tissue between executive leadership, frontline sales teams, and multi-year business development and capture efforts. You mobilize cross-functional resources to translate complex platform capabilities like Zero Trust architectures and AI security into mission-tailored campaigns that resonate with agency stakeholders and channel partners.

You operate with urgency, constantly seeking smarter ways to scale. By integrating AI tools into your daily rhythm, you swiftly synthesize pipeline data, automate content adaptation for field reps, and eliminate administrative friction so you can focus on high-leverage strategic initiatives.

Your impact is direct and visible: turning rigid federal mandates into immediate pipeline, sharpening sales execution across every territory, and ensuring our platform becomes the core cybersecurity standard across the federal mission.

Your Impact

• Build trusted-advisor relationships with Federal sales and engineering leadership to align field execution with GTM priorities.
• Analyze internal sales dashboards and performance reports to translate business data into actionable sales strategies and revenue growth insights.
• Own priority content and sales plays, including emerging tech, for the federal market from narrative through adoption, translating platform and emerging-technology capabilities into mission-relevant positioning that is data driven and cross-functional.
• Maintain alignment across sales operations, field marketing, channels, product marketing and product teams to keep broader business functions aligned with federal sales priorities.
• Formulate executive-level business cases and strategic presentations to secure funding for critical federal certifications (e.g., FedRAMP, DoD Impact Levels).
• Drive operational discipline by participating in account strategy reviews, pipeline forecasts, sales kickoff, and strategic customer engagements.
• Partner closely with Federal BD and Capture teams to attach Palo Alto Networks solutions to major government program opportunities, while coordinating across Contracting, FED Distributors, and Systems Integrators (FSIs) to optimize contract vehicle access and execute co-sell strategies.

Qualifications

Your Experience

• 8+ years’ experience in go-to-market (GTM) strategy, sales enablement, business development, or product marketing within cybersecurity or enterprise SaaS, with a primary focus on US Federal markets.

• Practical understanding of federal cybersecurity mandates and certification frameworks (e.g. Zero Trust directives, FedRAMP, DoD Impact Levels, CMMC, etc.) with deep knowledge of key contract vehicles (e.g., NASA SEWP, GSA MAS, etc.) and federal procurement cycles.

• Strong analytical capability with hands‑on experience using AI-powered analytics, automated data workflows, and modern intelligence tools to rapidly synthesize complex business metrics into actionable business insights.

• Effective verbal and written communication ability and comfortable with both business and technical discussions with senior audiences.

• Successful track record of delivering GTM outcomes and comfortable independently driving process for multi-faceted efforts with many internal and external stakeholders.

• Bachelor's degree in business, marketing, or related field.

• Collaborative team player willing to go beyond strategy in order to support execution and realization.

• Fluency in developing executive ready slides, leading analysis and data-driven insight generation efforts is critical.

• Self-starter who thrives in fast-paced, innovative, high-growth environments with minimal supervision.

• Expertise in public sector, enterprise technology and knowledge of the go to market is a plus but not required.

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.

$139,400.00 - $225,500.00/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 [e-mail].

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.