Principal

We are looking for a dynamic, entrepreneurial, and results-driven Cloud Engagement Lead to join EPAM's rapidly growing Microsoft Business Group. In this senior leadership revenue-owning role, you will manage the Microsoft business within your assigned portfolio of Retail clients. This involves close collaboration with EPAM leadership, our delivery organization, Microsoft stakeholders, and clients to drive cloud-enabled transformation.You will initiate, shape, close, and expand cloud transformation engagements across priority accounts and designated industries. This role requires you to take ownership of bookings and revenue closure while serving as a strategic coordinator across Sales, Practices, Microsoft, and Delivery to ensure sustainable, scalable growth.Above all, you will manage your portfolio as a business - taking a proactive approach and holding yourself accountable for performance. You will combine strong business development instincts with solution credibility, guiding clients through their Microsoft modernization journeys, building executive relationships, and promoting best practices across co-selling, co-delivery, and cloud engagement methodologies.This is a builder's role: hands-on, driven, and comfortable with ambiguity, allowing you to navigate effectively through a complex organizational matrix without waiting for formal structures or support mechanisms to be established.Req.#1023999328ResponsibilitiesOwn bookings and revenue targets for Microsoft cloud and digital transformation engagements within your assigned scope of Retail accounts; agree on Net New and Expansion revenue targets with the Retail Business Unit (BU) and track them rigorouslyRun your portfolio as a business - drive a proactive operating cadence, own pipeline creation, and treat assigned accounts as a portfolio to be developed, not a queue to be reacted toLead opportunities end-to-end across origination, qualification, deal shaping, commercial structuring, and contract closure; maintain accountability for pipeline health, forecast accuracy, and deal progressionBuild connective tissue with the Business Unit - participate in BU weekly calls, QBRs, and pipeline reviews - and align Microsoft motion with BU prioritiesGo deep into a focused set of top accounts - embed in account weekly calls, contribute to account plans, and proactively build joint EPAM–Microsoft account strategies (formal or informal) to break into new workloads and expand existing footprintsExecute a deliberate land-and-expand strategy in strategic accounts, identifying expansion plays post-close and driving follow-on revenue across cloud migration, app modernization, data, AI, and platform engineeringServe as a trusted advisor to senior client stakeholders (Director, VP, SVP, and C-level), leading business-first discovery conversations focused on growth, efficiency, Data & AI, and platform modernization, and positioning EPAM as a long-term transformation partner rather than a project vendorCollaborate with Microsoft senior leaders to amplify the joint value proposition and create differentiated customer impactBuild deep, durable relationships with Microsoft account teams, industry teams, and M1/M2 leadership; conduct joint account planning, schedule recurring cadences, meet face-to-face, and lead joint customer events (including ABM-style executive sessions for top accounts)Own and execute joint go-to-market motions with Customers and Microsoft, acting as the primary EPAM deal lead in Microsoft-sourced and co-sell opportunities; establish presales rapport, shape messaging (e.g., App & Innovation, Data & AI), and develop joint pipelineLeverage Microsoft programs and funding (e.g., ECIF, Partner-Led Programs) to accelerate deal closure, de-risk client investment, and increase deal size and stickinessDrive revenue through repeatable, proactive offerings and campaigns (e.g., AI-Native Development, Accelerators, Modernization playbooks) rather than one-off deals; partner with Technology Consulting to refine offerings, package Microsoft-aligned solutions, and align cross-industry narrativesLead and orchestrate strategic GTM events, including AI Days roadshows across Microsoft Innovation Hubs and account-based AI Days for top customers; drive joint marketing and PR initiatives with MicrosoftAct as pursuit leader and player-coach on strategic deals, coordinating solution architects, practice leaders, delivery leadership, and pricing and commercial teams to deliver clear value articulation, competitive differentiation, and strong executive messagingOwn and orchestrate strategic RFPs end-to-end - from qualification through response to executive presentationStay engaged post-close to ensure a successful transition to delivery, identify expansion opportunities, and feed market and client insights back into Microsoft Business Group and GTM leadership to shape EPAM's evolving Microsoft portfolioContribute as the Cloud Transformation leader on priority engagements, stepping into roles such as Engagement Manager, Lead Consultant, or Program Leader when neededMentor and enable Client Partners, Senior Delivery Leaders, and pursuit teams in cloud business development, partner-led selling, and Microsoft co-sell best practicesAbility to travel up to 40%RequirementsBachelor's degree in Computer Science, Business, or a related field; an MBA or Business Administration background is a plus10+ years of technology consulting, cloud services, channel, alliance, or digital transformation experience, with recent focus on Microsoft modernization programs5+ years of demonstrated success driving and growing cloud business in professional services, ISV, or enterprise engineering environmentsBackground in roles such as Solution Sales Professional (SSP), Partner Sales Manager (PSM), Business Development Lead, Account Executive, Account Manager, or Technical Consultant, etc. - ideally with time spent in or adjacent to the Microsoft partner ecosystemDeep expertise in Retail is required, enabling the individual to drive relevant, industry-specific transformationProven track record of closing complex, multi-stakeholder deals with hard revenue accountability and aggressive bookings targets - not as a passenger on deals, but as the owner of the numberDemonstrated success in partner-led selling, with deep familiarity navigating the Microsoft field organization (account teams, industry teams, M1/M2 leadership, executives) and a working knowledge of Microsoft co-sell, ECIF, and partner funding mechanicsStrong business development instincts - proactive pipeline creation, offers-driven selling, and the ability to build joint account strategies and joint GTM motions from the ground upPractical fluency in emerging AI-driven delivery models such as AI-Native Development and Forward Deployed Engineering (FDE), with the flexibility to expand expertiseStrong background in Cloud Engineering, with hands-on experience structuring cloud migration and modernization programs; the technical credibility to lead executive conversations and shape solutions without needing a full team behind youExperience working with major cloud providers (AWS, Azure, GCP, OCI), with strong Microsoft competencyAbility to operate comfortably at the executive level with clients and at the practice level internally, balancing commercial acumen with solution credibilityStrong executive communication and relationship-building skillsProven ability to navigate complex matrix organizations and drive outcomes without formal authority, supporting structures, or pre-built teams - comfort operating in ambiguity is essentialBuilder mindset - scrappy, hungry, willing to wear multiple hats and stay hands-on even in a leadership role; thrives in the chaos of standing up new motions rather than running a steady-state bookDirect or indirect sales background with aggressive revenue targets and a track record of pipeline ownership, forecast discipline, and deal closureAbility to translate a big-picture vision into clear, actionable plans across Account, BU, and Microsoft stakeholdersExperience working with Fortune 1000 clients across multiple industriesFor remote work in New York City only.EPAM is a leading global provider of digital platform engineering and development services. We are committed to having a positive impact on our clients, our employees, and our communities. We embrace a dynamic and inclusive culture. Here you will collaborate with multi-national teams, contribute to a myriad of innovative projects that deliver the most creative and cutting-edge solutions, and have an opportunity to continuously learn and grow. No matter where you are located, you will join a dedicated, creative, and diverse community that will help you discover your fullest potential.Engineer the Future with a Career at EPAMThis posting includes a good faith range of the salary EPAM would reasonably expect to pay the selected candidate. The range provided reflects base salary only. Individual compensation offers within the range are based on a variety of factors, including, but not limited to: geographic location, experience, credentials, education, training; the demand for the role; and overall business and labor market considerations. Most candidates are hired at a salary within the range disclosed. Salary range: $160,000 - $200,000. In addition, the details highlighted in this job posting above are a general description of all other expected benefits and compensation for the position.Applications will be accepted on a rolling basis.EPAM will not provide new H-1B visa sponsorship for this position. Candidates with existing transferable H-1B status may be considered.It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. #J-18808-Ljbffr