Senior Regional Marketing Manager, ABM - US Segments

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 mo