Senior Manager, Go-to-Market Marketing, Cybersecurity

As the Senior Manager, Go-to-Market Marketing – Cybersecurity, you will define and lead the marketing strategy that supports the growth of EPAM’s Cybersecurity business across our subsectors.

Serving as the strategic marketing partner to the Cybersecurity business and sales leadership, you will translate market dynamics, client priorities and EPAM capabilities into a differentiated, client-centric go-to-market strategy that builds market relevance, creates demand and accelerates pipeline and revenue growth.

You will work collaboratively across Industry, Sales, Marketing, Presales, Industry Solutions, Alliances, Content, Research, Campaigns, Demand Generation, Field Marketing and Operations to connect what Cybersecurity clients need, where EPAM can differentiate and how we take those capabilities to market.

Responsibilities

• Define the Cybersecurity go-to-market marketing strategy and establish the long-term market vision, priority audiences, growth opportunities, value propositions and marketing priorities across EPAM Cybersecurity businesses
• Translate market and client insight into action and maintain a deep understanding of Cybersecurity market dynamics, buyer priorities, competitive activity, technology trends and emerging opportunities to inform EPAM’s positioning and go-to-market investments
• Develop differentiated industry positioning and messaging to connect EPAM’s technology, engineering, consulting and transformation capabilities to the business challenges and opportunities facing executive buyers
• Partner with Cybersecurity business and sales leadership on annual and ongoing business planning and align marketing priorities, objectives, investments and scorecards with business growth goals and strategic account priorities
• Drive pipeline and sales acceleration by identifying priority market opportunities and orchestrating marketing programs designed to create demand, support strategic accounts, enable large-deal pursuits and expand relationships with existing clients
• Shape and activate the Cybersecurity portfolio by working with industry and capability leaders to identify the offerings, solutions and propositions with the greatest market potential and develop the go-to-market strategy required to take them to market
• Orchestrate integrated go-to-market programs by collaborating across thought leadership, content, campaigns, account-based marketing, digital, field marketing, events, analyst relations, executive engagement and sales enablement
• Build and activate ecosystem opportunities by working closely with partner marketing to identify opportunities for joint positioning, thought leadership, campaigns and market activation
• Develop industry thought leadership and market points of view to establish EPAM's perspective on the forces reshaping Cybersecurity and create opportunities for executive-level client conversations
• Create industry sales enablement and playbooks to equip client teams with relevant market insight, buyer perspectives, messaging, proof points, client stories and propositions

Requirements

• At least 10 years of experience in B2B go-to-market marketing, industry marketing, product/solutions marketing or market development, ideally within technology services, consulting, systems integration or another complex B2B environment
• Significant experience within the Cybersecurity sector with strong knowledge including business models, market dynamics, technology priorities and transformation agendas
• Demonstrated ability to translate business strategy and market opportunity into actionable go-to-market marketing strategy
• Strong understanding of Cybersecurity buyer personas and the priorities of C-suite and senior business and technology decision-makers
• Proven experience developing differentiated positioning, value propositions, messaging and industry narratives for complex technology and transformation services
• Demonstrated success creating marketing strategies and programs that contribute to pipeline creation, account growth and revenue influence
• Experience orchestrating integrated programs across multiple marketing disciplines including content, thought leadership, demand generation, account-based marketing, field marketing, events, digital and partner marketing
• Strong executive presence and the ability to serve as a trusted marketing advisor to senior business, sales and client leaders
• Experience working across complex, globally distributed and highly matrixed organizations and influencing teams without direct authority
• Strong understanding of technology ecosystems including hyperscalers, independent software vendors and strategic alliance partners
• A strategic, outside-in mindset combined with the ability to translate strategy into execution
• Exceptional communication, storytelling, collaboration and program management skills