Principal - Cloud Engagement Lead (Microsoft)

Location: San Francisco; Seattle; New York; USAWork type: RemoteSeniority: Senior ManagementPrimary skill: Technology ConsultingPosted: 2026-10-05We 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 unit. 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.#1081535617ResponsibilitiesOwn bookings and revenue targets for Microsoft cloud and digital transformation engagements within your assigned scope of accounts, industries, or geography; agree on Net New and Expansion revenue targets with the Business Unit 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 (BU) - 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, coordinate 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 30%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 ecosystemProven 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, offer-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 to structure 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 competencyExposure to multiple industries (Financial Services, Healthcare & Life Sciences, Retail, CPG, Manufacturing, Energy, etc.) - depth in any one is welcome but not required; what matters is the ability to engage credibly across verticalsAbility 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 industriesWe offerMedical, Dental and Vision Insurance (Subsidized)Health Savings AccountFlexible Spending Accounts (Healthcare, Dependent Care, Commuter)Short-Term and Long-Term Disability (Company Provided)Life and AD&D Insurance (Company Provided)Employee Assistance ProgramUnlimited access to LinkedIn learning solutionsMatched 401(k) Retirement Savings PlanPaid Time Off – the employee will be eligible to accrue 15-25 paid days, depending on specific level and tenure with EPAM (accrual eligibility may change over time)Paid Holidays - nine (9) total per yearLegal Plan and Identity Theft ProtectionAccident InsuranceEmployee DiscountsPet InsuranceEmployee Stock Purchase ProgramIf otherwise eligible, participation in the discretionary annual bonus programIf otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program