Enterprise and Value Partner Marketing Manager

The Team

Step into a marketing role at Palo Alto Networks, where your innovation drives global impact against escalating cyber threats in this era of AI. You'll seize the unique opportunity to develop cutting-edge strategies and compelling content while collaborating with industry-leading experts in the fast-paced cybersecurity landscape. Here, your creativity directly contributes to a safer digital future for everyone, fostering your growth and development in this ever-evolving market.

Job Summary

Reporting to the Marketing Head - India & SAARC, you will hold strategic responsibility for developing and executing integrated marketing strategies for both the Enterprise Segment and Value Partner Ecosystem in the India & SAARC region. This role plays a critical part in driving demand, expanding market share, and accelerating revenue growth for Palo Alto Networks across Enterprise and Named Accounts in the Mid-Market segment.

The Enterprise and Value Partner Marketing Manager will collaborate closely with Enterprise Sales, Partner Sales Leadership, and cross-functional marketing teams, ensuring full alignment with global and regional priorities. The role will also focus on joint go-to-market (GTM) planning with strategic partners to deepen penetration into targeted accounts and priority industry verticals such as BFSI, Manufacturing, IT/ITeS, and Government.

Key Responsibilities

• This role will be pivotal in accelerating our market leadership and revenue growth by transforming our India Enterprise and Partner marketing motion into a demand-generation and customer acquisition powerhouse. You will achieve this by:
• Driving pipeline growth across Enterprise and Named Accounts through integrated marketing programs designed to influence and accelerate opportunities within priority verticals (e.g., BFSI, Manufacturing, IT/ITeS, and Government)
• Designing and executing targeted, account-based marketing (ABM) programs that drive engagement with key Enterprise customers, leveraging data insights and close alignment with sales
• Building and executing the India Partner Marketing Plan, encompassing Value Partner, Distributor, and Strategic Alliance marketing to generate joint demand and expand our reach into new accounts.
• Driving joint GTM plays with strategic and value partners including GSIs, MSSPs, CSPs, and regional system integrators to penetrate targeted accounts and achieve measurable business outcomes
• Collaborating with Partner Sales and Enterprise Sales leaders to align marketing investments with revenue priorities and ensure marketing efforts translate to tangible business impact
• Championing an AI-first GTM approach, using AI-driven insights and automation to enhance targeting, personalization, and scalability across Enterprise and Partner campaigns
• Optimizing marketing investments through data-driven decisions, ensuring ROI tracking and continuous improvement across Enterprise and Partner initiatives
• Positioning Palo Alto Networks as the Partner of Choice through strategic alliances and strong, mutually beneficial relationships across the Indian partner ecosystem
• Ensuring brand consistency and integrated storytelling across all India marketing activities, amplifying our value proposition through field, partner, and ecosystem channels
• Collaborating with regional marketing teams to localize global programs and best practices that fit the India market context and business objectives

Preferred Qualifications

• 12+ years of proven marketing experience in the technology or cybersecurity sector, with a strong track record in Enterprise or Partner Marketing
• Demonstrated success in building pipeline and revenue impact through integrated marketing programs across Enterprise and Partner-led GTM
• Deep understanding of the India B2B technology ecosystem, with established relationships across distributors, resellers, and alliance partners
• Proven ability to work cross-functionally with Sales, Channel, and Business Development to translate business objectives into actionable marketing strategies
• Experience driving account-based marketing (ABM) or vertical-focused programs in collaboration with sales and partners
• Strong planning, analytical, and execution skills with a focus on measurable business impact.
• Data-driven mindset able to evaluate funnel metrics and continuously optimize for higher conversion and ROI
• Ability to lead and influence without direct authority, acting as a trusted advisor to senior sales and partner stakeholders
• Experience leveraging AI tools to automate, personalize, and scale marketing activities is highly desirable
• Bachelors or Masters degree in Business, Marketing, or Technology preferred
• Experience in sales or partner sales enablement is a plus