Director – MSP Marketing, B2B Technology Services & Strategic Program Delivery Industry: Managed Service Providers (MSP) / Managed Security Service Providers (MSSP) / IT Infrastructure & Cloud Services

Experience:
12–18 years Market: North America – US Mid-Market & SMB

Location:
Bangalore Role Overview
• We seek an experienced B2B Technology Services and MSP Marketing Leader to drive strategic marketing, account-based growth, demand generation, revenue pipeline acceleration and integrated marketing program delivery for a Managed Service Provider (MSP) business.
• The ideal candidate must possess deep knowledge of the MSP industry ecosystem, managed IT services business models, recurring-revenue economics, MSP customer acquisition strategies, competitive positioning and enterprise technology buying behavior.
• This role combines strategic marketing leadership with hands-on program delivery, focusing on generating qualified sales opportunities, accelerating MQL-to-SQL conversion, improving customer acquisition efficiency and supporting Monthly Recurring Revenue (MRR) and Annual Recurring Revenue (ARR) growth.
• This is a US client-facing leadership and delivery role, accountable for managing the entire marketing engagement, leading the complete marketing team and serving as the primary point of contact for US client stakeholders.

Key Responsibilities
1. MSP Marketing Strategy, Go-to-Market & Business Positioning
• Develop and execute integrated B2B marketing strategies aligned with MSP business growth objectives, recurring-revenue targets, customer acquisition goals and service-line priorities.
• Build differentiated MSP go-to-market (GTM) strategies targeting US mid-market, upper mid-market and enterprise customers.
• Develop Ideal Customer Profiles (ICPs), buyer personas, Total Addressable Market (TAM), Serviceable Addressable Market (SAM) and target-account segmentation strategies.
• Position MSP service offerings around operational efficiency, IT cost optimization, predictable IT expenditure, infrastructure resilience, cybersecurity posture, SLA-driven service delivery and business continuity.
• Translate complex MSP capabilities into compelling business value propositions for CIOs, CTOs, CISOs, IT Directors, Infrastructure Heads and procurement decision-makers.
• Support vertical-specific MSP growth strategies across healthcare, financial services, manufacturing, professional services and other target industries.
• Align marketing investments with MSP sales pipeline generation, recurring-revenue opportunities, contract expansion and customer lifetime value. 2. MSP Account-Based Marketing (ABM) & Demand Generation
• Design and execute one-to-one, one-to-few and one-to-many ABM strategies targeting high-value MSP prospects and strategic accounts. Develop account intelligence, buying committee mapping, whitespace analysis, intent-based targeting and personalized engagement programs.
• Identify organizations demonstrating buying intent for managed IT infrastructure, cloud managed services, managed cybersecurity, IT outsourcing and co-managed IT services.
• Develop targeted campaigns addressing MSP buyer pain points such as IT operational complexity, cybersecurity vulnerabilities, infrastructure modernization, IT talent shortages and rising technology costs.
• Collaborate with MSP sales teams, business development representatives (BDRs), sales development representatives (SDRs) and account executives to accelerate opportunity creation.
• Develop partner-led and co-marketing initiatives with hyperscalers, cybersecurity vendors, OEMs and technology alliance partners.
• Drive qualified pipeline creation through intent-driven outreach, marketing automation, account engagement and sales enablement. 3. MSP Revenue Funnel, Lead Management & Sales Alignment
• Own the end-to-end MSP marketing funnel, including lead generation, Marketing Qualified Leads (MQLs), Sales Qualified Leads (SQLs), Sales Accepted Leads (SALs), opportunity creation and pipeline acceleration.
• Establish lead qualification frameworks aligned with MSP buying intent, technology requirements, contract potential, customer fit and recurring-revenue opportunities.
• Develop lead scoring, account scoring, lead routing, nurturing workflows and sales handoff Service Level Agreements (SLAs).
• Improve MQL-to-SQL, SQL-to-opportunity and chance-to-closed-won conversion through structured sales and marketing alignment.
• Support recurring-revenue growth through demand-generation programs aligned with MRR, ARR, Total Contract Value (TCV) and Annual Contract Value (ACV).
• Establish closed-loop marketing attribution and revenue reporting to measure marketing effectiveness and return on investment. 4. MSP Solution Marketing & Industry Domain Expertise
• Develop compelling marketing positioning, solution narratives, customer value propositions and sales enablement assets for core MSP and MSSP service offerings, including:
• Managed IT Services: Proactive IT monitoring, remote infrastructure management, endpoint management, patch management and IT operations outsourcing.
• Managed Infrastructure Services:



Network Operations Center (NOC), server management, network monitoring, infrastructure availability and performance management.
• Managed Cybersecurity Services: Security Operations Center (SOC), Managed Detection and Response (MDR), Extended Detection and Response (XDR), SIEM, vulnerability management and Zero Trust security.
• Cloud Managed Services: AWS, Microsoft Azure, hybrid cloud, multi-cloud operations, cloud migration, cloud optimization and FinOps.
• Digital Workplace & End-User Computing: Managed service desk, Digital Employee Experience (DEX), Microsoft 365 management, endpoint support and workplace modernization.
• IT Service Management (ITSM): ITIL-based service delivery, incident management, problem management, change management and SLA-driven service operations.
• Business Continuity & Disaster Recovery: Backup as a Service (BaaS), Disaster Recovery as a Service (DRaaS), cyber resilience and infrastructure recovery.
• Co-Managed IT Services: Hybrid operating models supporting internal IT teams through outsourced MSP capabilities.
• MSP Commercial Models: Subscription-based managed services, recurring-revenue contracts, service bundles, per-user/per-device pricing, service tiers and multi-year managed services agreements.
• The candidate must understand how MSPs differentiate themselves through service quality, proactive management, operational maturity, security expertise, predictable service costs and measurable business outcomes. 5. Digital Marketing, MSP Customer Acquisition & AI Visibility
• Own the digital marketing strategy for MSP customer acquisition, inbound demand generation and conversion optimization.
• Develop SEO, Answer Engine Optimization (AEO) and Generative Engine Optimization (GEO) strategies targeting high-intent MSP-related searches.
• Improve search visibility for managed IT services, managed cybersecurity, cloud management, IT outsourcing, co-managed IT and related service categories.
• Lead paid search, LinkedIn advertising, retargeting, content syndication and account-based digital advertising programs.
• Optimize MSP service pages, industry-specific landing pages, solution content and conversion pathways to increase qualified website enquiries.
• Develop MSP-focused thought leadership, technical white papers, customer success stories, ROI narratives, competitive comparisons and executive insights.
• Implement marketing analytics, customer journey tracking, conversion rate optimization (CRO) and multi-touch attribution.
• Evaluate AI-enabled marketing technologies for buyer intent identification, account research, visitor identification, content personalization and campaign automation. 6. MSP Strategic Marketing Program & Project Delivery
• Own end-to-end delivery of integrated MSP marketing programs, ensuring alignment with business objectives, sales priorities and measurable commercial outcomes. Take overall ownership of the complete client project, including delivery strategy, project planning, execution, staffing, governance, quality, financial oversight and client satisfaction.
• Translate strategic MSP marketing plans into structured delivery roadmaps, workstreams, milestones, resource plans and execution schedules.
• Establish program governance frameworks covering RACI, scope management, project dependencies, risk registers, issue escalation, change control and delivery quality.
• Manage cross-functional teams covering MSP demand generation, ABM, digital marketing, content, creative, marketing operations, analytics and sales enablement. Directly lead and manage the entire marketing team, including work allocation, capacity planning, performance management, coaching, accountability and coordination across all marketing workstreams.
• Ensure campaign delivery commitments, operational SLAs, resource utilization and budget adherence.
• Coordinate with MSP sales leadership, solution architects, service-line heads, technical SMEs, partner managers and external marketing agencies.
• Lead weekly operational reviews, monthly business reviews (MBRs) and quarterly business reviews (QBRs).
• Monitor marketing program performance, identify execution bottlenecks and implement corrective actions.
• Drive continuous process improvement, operational efficiency, delivery predictability and marketing productivity.
• Ensure the marketing delivery function operates as a strategic growth partner rather than merely a campaign execution team. 7. MSP Marketing Technology, Revenue Operations & Analytics
• Oversee CRM, marketing automation and sales enablement platforms to support MSP lead generation and opportunity management.
• Establish integration between marketing automation, CRM, intent-data platforms and business intelligence systems.




• Develop marketing performance dashboards covering campaign effectiveness, target-account engagement, funnel conversion and revenue contribution.
• Monitor MSP-specific commercial metrics including Customer Acquisition Cost (CAC), Customer Lifetime Value (CLV/LTV), MRR, ARR, ACV, TCV and pipeline-to-spend ratios.
• Work with sales operations to improve lead lifecycle visibility, opportunity attribution, forecasting and pipeline reporting.
• Evaluate AI-driven tools for account enrichment, predictive lead scoring, automated prospecting, campaign optimization and workflow automation.
• Ensure marketing data quality, attribution consistency and operational transparency across the revenue funnel. 8. MSP Stakeholder Management, Team Leadership & Partner Ecosystem
• Serve as a strategic marketing advisor to MSP executive leadership, sales heads, service-line leaders and technology stakeholders. Act as the primary US client-facing delivery leader, independently managing executive relationships, expectations, escalations, project commitments and regular business reviews; accommodate US business-hour collaboration as required.
• Collaborate with sales and delivery leadership to align marketing priorities with MSP growth objectives and market opportunities.
• Manage cross-functional marketing specialists, external agencies, technology vendors and strategic partners.
• Develop joint go-to-market initiatives with technology partners such as Microsoft, AWS, cybersecurity vendors and infrastructure solution providers.
• Present marketing strategies, business cases, campaign performance, pipeline contribution and investment recommendations to executive stakeholders.
• Manage marketing budgets, agency contracts, resource planning and delivery performance.
• Establish a commercially accountable, high-performance marketing delivery culture. Required Experience & Qualifications.
• 12–18 years of experience in B2B technology marketing, including a minimum of 5 years in Managed Service Providers (MSP), Managed Security Service Providers (MSSP), IT infrastructure services, cloud managed services or comparable IT services organizations.
• Minimum 5 years of experience in marketing leadership, strategic program management or integrated marketing delivery. Must have proven experience as the single accountable owner of a US client-facing marketing engagement, managing the full project lifecycle and an integrated marketing delivery team.
• Proven experience developing and executing MSP marketing strategies for North American mid-market and enterprise customers.
• Strong understanding of the MSP business model, recurring-revenue structures, managed services contracts, SLA-based service delivery and competitive market dynamics.
• Demonstrated success in ABM, demand generation, marketing-sourced pipeline, MQL-to-SQL conversion and opportunity acceleration.
• Experience managing complex, multi-workstream marketing programs involving internal teams, agencies, sales stakeholders and technology partners.
• Strong familiarity with long-cycle B2B technology buying processes, multi-stakeholder decision-making and consultative selling.
• Experience supporting MSP customer acquisition, account expansion, cross-selling and partner-led growth initiatives. Educational Qualifications
• Bachelor's degree in Marketing, Business Administration, Technology, Engineering or a related discipline.
• MBA or relevant postgraduate qualification preferred.
• Certifications in digital marketing, ABM, marketing automation, project management or agile delivery would be advantageous. Technology & Platform Familiarity
• CRM & Marketing Automation: Salesforce, HubSpot, Marketo, Salesforce Marketing Cloud Account Engagement (Pardot).
• MSP ABM, Intent & Prospect Intelligence: 6sense, Demandbase, Bombora, ZoomInfo, LinkedIn Sales Navigator, Apollo, Clay.
• Digital Acquisition & Analytics: Google Ads, LinkedIn Campaign Manager, GA4, Google Search Console, SEMrush, Ahrefs, Power BI, Tableau.
• MSP Ecosystem Familiarity: ConnectWise, Kaseya, Datto, Autotask, ServiceNow, HaloPSA or similar Professional Services Automation (PSA), Remote Monitoring and Management (RMM) and ITSM platforms. Business-level familiarity is sufficient; hands-on administration is not mandatory.
• Project Delivery & Collaboration: Jira, Asana, Monday.com, Microsoft Project, Microsoft Teams, Slack and SharePoint.
• AI & Marketing Automation: ChatGPT, Microsoft Copilot, AI-powered prospect intelligence, predictive analytics and marketing workflow automation. Ideal Candidate Profile
• The ideal candidate is a commercially accountable, MSP industry-savvy and technically conversant B2B marketing leader with a proven track record in Managed IT Services, Managed Security Services, Cloud Services or IT Infrastructure Outsourcing.
• Above all, the individual must demonstrate the ability to connect MSP marketing strategy with disciplined execution, qualified sales pipeline, improved funnel conversion and measurable business growth.
• This role requires a confident US client-facing leader who can independently own the entire engagement and manage the marketing team end to end.

📌 Director – MSP Marketing,B Technology Services (Bengaluru)
🏢 Movate
📍 Bengaluru