Job Description:
Senior Industry Solutions Marketing Manager, Public Sector
Federal, State, Local & Education
Role Overview
The Senior Industry Solutions Marketing Manager, Public Sector owns the vertical marketing strategy and go-to-market execution for Omnissa's U.S. Federal and State, Local & Education markets. This person brings deep Public Sector expertise and serves as the marketing lead for the vertical, connecting Omnissa's product and solution strategy to the needs, buying dynamics, priorities, and growth opportunities of Federal and SLED customers.
This role sits within Solutions Marketing and partners closely with Product Marketing, Demand Generation, Field Marketing, Corporate Communications, Web and Design, Sales, Partners, and Public Sector leadership. The person will evaluate market opportunities, determine where marketing should focus, build integrated programs, coordinate execution across teams, and track impact on pipeline, opportunity creation, and ARR.
This is a strategy and execution role for someone who can operate as the marketing business owner for the vertical. The person should be able to move from market assessment and customer understanding to GTM strategy, program design, field activation, and measurement of business results.
Key Responsibilities
- Develop and own the annual and quarterly marketing strategy for Federal and SLED, aligned with Public Sector sales priorities, revenue goals, market opportunities, and Omnissa's overall business strategy.
- Evaluate the market opportunity across Federal and SLED segments, agencies, customer types, use cases, and solution areas, and recommend where Omnissa should focus marketing investment.
- Build differentiated GTM strategies for Federal and SLED based on their distinct customer needs, buying cycles, procurement models, regulatory requirements, budget dynamics, and partner ecosystems.
- Develop a deep understanding of Public Sector customers, including their technology priorities, operational challenges, decision-making processes, security requirements, purchase drivers, and barriers to adoption.
- Translate Omnissa's platform, products, and capabilities into relevant Public Sector value propositions, use cases, audience strategies, campaign themes, and sales plays.
- Design integrated marketing programs that create, accelerate, and expand business opportunities across priority agencies, accounts, and market segments.
- Partner with Demand Generation to define target audiences, campaign strategy, offers, activation plans, and success metrics for Public Sector programs.
- Partner with Field Marketing and Public Sector sales teams on account-based programs, executive engagement, strategic account initiatives, regional programs, and industry events.
- Partner with Product Marketing on positioning, launches, competitive differentiation, solution messaging, and the translation of product capabilities into Federal and SLED market opportunities.
- Partner with Corporate Communications, Web, Digital, Creative, and Content teams to develop the customer experiences, market narratives, thought leadership, and assets required to support the GTM plan.
- Develop and refine vertical-specific messaging, positioning, and market narratives, applying strong editorial judgment to ensure content, thought leadership, campaigns, and customer-facing assets are clear, differentiated, audience-relevant, and aligned to business objectives.
- Work with partner and channel teams to incorporate government resellers, systems integrators, distributors, technology partners, and other ecosystem participants into the Public Sector strategy.
- Build and strengthen Public Sector customer advocacy by identifying customer stories, references, case studies, speaking opportunities, and other forms of customer participation.
- Maintain strong knowledge of Federal and SLED market trends, procurement and budget cycles, and relevant security and compliance requirements such as FedRAMP, GovRAMP, CMMC, and Zero Trust.
- Establish measurable goals for Public Sector marketing and track performance across ARR, pipeline, opportunity creation, marketing-sourced and marketing-influenced pipeline, account engagement, pipeline progression, and related business metrics.
- Partner with Sales Operations, Revenue Operations, Sales leadership, and marketing teams to identify pipeline gaps and growth opportunities, then adjust programs, audiences, investments, and priorities based on performance.
- Develop regular reporting on Public Sector marketing performance and communicate priorities, results, risks, and opportunities to marketing and business leadership.
Qualifications
- 10+ years of B2B technology marketing, solutions marketing, industry marketing, product marketing, field marketing, or related go-to-market experience.
- Significant experience in U.S. Federal and/or SLED technology markets, with a strong preference for candidates who have worked across both.
- Deep understanding of how government organizations evaluate, procure, deploy, and expand enterprise technology.
- Strong knowledge of Federal and SLED buying cycles, procurement practices, budget dynamics, partner ecosystems, and market structures.
- Experience developing vertical or market strategies and carrying them through cross-functional execution.
- Exceptional messaging, storytelling, and content strategy skills, with demonstrated ability to translate complex technical concepts into compelling customer narratives and exercise sound editorial judgment in evaluating, shaping, and improving AI-assisted and human-generated content.
- Demonstrated ability to evaluate market opportunities, prioritize investments, design integrated marketing programs, and connect marketing activity to pipeline and revenue outcomes.
- Experience working closely with enterprise or Public Sector sales organizations and translating business priorities into marketing programs.
- Strong understanding of demand generation, account-based marketing, pipeline management, customer expansion, and enterprise sales cycles.
- Ability to work with ARR, pipeline, opportunity, account engagement, conversion, and campaign-performance data and use that information to guide decisions.
- Strong cross-functional leadership skills and the ability to drive execution across teams without direct reporting authority.
- Strong executive communication and presentation skills.
- Experience in endpoint management, digital workspace, EUC, cybersecurity, enterprise SaaS, cloud, or adjacent enterprise technology markets is highly desirable.
