Job description

EPAM is seeking a senior Client Director to join our Cybersecurity practice in North America. This is a strategic, individual contributor sales role designed for seasoned security professionals who have transitioned from practitioner work into senior client engagement. You will operate as a trusted advisor and sales leader at the C-suite level, driving growth within existing EPAM accounts by positioning our cybersecurity and AI security offerings. You will work alongside Client Partners, BU Heads, and delivery leaders to expand engagements — not to manage or deliver projects yourself. Success in this role requires the ability to “speak geek” with technical audiences while commanding the room with CISOs, CIOs, CTOs, and VPs. What Success Looks Like: This role is measured on revenue impact — specifically, opening and expanding engagements within existing accounts. You are not expected to carry a utilization target or bill to projects. Your value is in accelerating the sales motion and serving as a senior, credible voice that opens doors and closes deals. Req# 1033308898 Responsibilities: • Lead consultative sales conversations with C-level and VP-level stakeholders (CISO, CIO, CTO) within existing EPAM client accounts • Position EPAM’s cybersecurity and AI security offerings, including our emerging practice around AI-driven vulnerability management and enterprise AI security risk • Maintain a disciplined pipeline, driving opportunities from identification through close • Must be a self-starter that is relentless in pursuit of success in a team selling approach • Partner with Client Partners and BU Heads to identify expansion opportunities and build pipeline within assigned accounts • Develop and present tailored capability pitches and commercial proposals aligned to client business challenges • Serve as a subject matter expert and credible voice in senior-level security conversations, translating technical risk into business impact • Track and apply industry trends (Gartner, Forrester, regulatory developments) to shape client conversations and refine messaging • Collaborate with delivery leadership to ensure solution design aligns with what can be delivered Requirements: • 12+ years of experience in cybersecurity, with a background as a practitioner earlier in career (e.g., security architecture, SOC, IAM, application security, cloud security, incident response) and a transition into sales, business development, or senior client advisory within the last 2–4 years • Demonstrated ability to lead C-level and VP-level conversations independently — comfortable in a room with CISOs, CIOs, and CTOs without a support team • Proven track record in consultative sales or business development, with measurable revenue contribution • Strong functional knowledge across cybersecurity domains: Security for AI, Cloud Security, Identity and Access Management (IAM), application security/SDLC, Zero Trust, security operations (SOC), incident response, threat hunting, vulnerability management • Experience selling to key verticals: financial services & insurance, healthcare & life sciences, retail, energy/oil & gas, manufacturing, or high-tech • Exceptional executive communication skills — written, verbal, and presentation — with the ability to translate technical concepts for business audiences and vice versa Nice to have: • Familiarity with AI security risks and the emerging landscape of AI-driven threats and vulnerabilities • Experience with working with clients in regulated industries • Existing senior-level relationships in target verticals that may develop into leads • Background at a Big Four advisory firm, major consulting firm (Accenture, Slalom), or a senior role at a boutique security consultancy

Requirements

Must-haves

Req# 1033308898
Lead consultative sales conversations with C-level and VP-level stakeholders (CISO, CIO, CTO) within existing EPAM client accounts
Position EPAM’s cybersecurity and AI security offerings, including our emerging practice around AI-driven vulnerability management and enterprise AI security risk
Maintain a disciplined pipeline, driving opportunities from identification through close
Must be a self-starter that is relentless in pursuit of success in a team selling approach
Partner with Client Partners and BU Heads to identify expansion opportunities and build pipeline within assigned accounts
Develop and present tailored capability pitches and commercial proposals aligned to client business challenges
Serve as a subject matter expert and credible voice in senior-level security conversations, translating technical risk into business impact
Track and apply industry trends (Gartner, Forrester, regulatory developments) to shape client conversations and refine messaging
Collaborate with delivery leadership to ensure solution design aligns with what can be delivered
Demonstrated ability to lead C-level and VP-level conversations independently — comfortable in a room with CISOs, CIOs, and CTOs without a support team
Proven track record in consultative sales or business development, with measurable revenue contribution
Experience selling to key verticals: financial services & insurance, healthcare & life sciences, retail, energy/oil & gas, manufacturing, or high-tech
Exceptional executive communication skills — written, verbal, and presentation — with the ability to translate technical concepts for business audiences and vice versa

Nice-to-haves

Familiarity with AI security risks and the emerging landscape of AI-driven threats and vulnerabilities
Experience with working with clients in regulated industries
Existing senior-level relationships in target verticals that may develop into leads
Background at a Big Four advisory firm, major consulting firm (Accenture, Slalom), or a senior role at a boutique security consultancy

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: epam
Effort: medium