Principal - Cloud Engagement Lead (Microsoft)

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 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# 1023999328

Responsibilities

• Own 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 rigorously
• Run 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 to
• Lead opportunities end-to-end across origination, qualification, deal shaping, commercial structuring, and contract closure; maintain accountability for pipeline health, forecast accuracy, and deal progression
• Build connective tissue with the Business Unit (BU) - participate in BU weekly calls, QBRs, and pipeline reviews - and align Microsoft motion with BU priorities
• Go 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 footprints
• Execute 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 engineering
• Serve 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 vendor
• Collaborate with Microsoft senior leaders to amplify the joint value proposition and create differentiated customer impact
• Build 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 pipeline
• Leverage Microsoft programs and funding (e.g., ECIF, Partner-Led Programs) to accelerate deal closure, de-risk client investment, and increase deal size and stickiness
• Drive 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 narratives
• Lead 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 Microsoft
• Act 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 messaging
• Own and orchestrate strategic RFPs end-to-end - from qualification through response to executive presentation
• Stay 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 portfolio
• Contribute as the Cloud Transformation leader on priority engagements, stepping into roles such as Engagement Manager, Lead Consultant, or Program Leader when needed
• Mentor and enable Client Partners, Senior Delivery Leaders, and pursuit teams in cloud business development, partner-led selling, and Microsoft co-sell best practices
• Ability to travel up to 25–50%

Requirements

• Bachelor's degree in Computer Science, Business, or a related field; an MBA or Business Administration background is a plus
• 10+ years of technology consulting, cloud services, channel, alliance, or digital transformation experience, with recent focus on Microsoft modernization programs
• 5+ years of demonstrated success driving and growing cloud business in professional services, ISV, or enterprise engineering environments
• Background 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 ecosystem
• Proven 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 number
• Demonstrated 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 mechanics
• Strong business development instincts - proactive pipeline creation, offer-driven selling, and the ability to build joint account strategies and joint GTM motions from the ground up
• Practical fluency in emerging AI-driven delivery models such as AI-Native Development and Forward Deployed Engineering (FDE), with the flexibility to expand expertise
• Strong 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 you
• Experience working with major cloud providers (AWS, Azure, GCP, OCI), with strong Microsoft competency
• Exposure 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 verticals
• Ability to operate comfortably at the executive level with clients and at the practice level internally, balancing commercial acumen with solution credibility
• Strong executive communication and relationship-building skills
• Proven ability to navigate complex matrix organizations and drive outcomes without formal authority, supporting structures, or pre-built teams - comfort operating in ambiguity is essential
• Builder 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 book
• Direct or indirect sales background with aggressive revenue targets and a track record of pipeline ownership, forecast discipline, and deal closure
• Ability to translate a big-picture vision into clear, actionable plans across Account, BU, and Microsoft stakeholders
• Experience working with Fortune 1000 clients across multiple industries

We offer

• Medical, Dental and Vision Insurance (Subsidized)
• Health Savings Account
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Short-Term and Long-Term Disability (Company Provided)
• Life and AD&D Insurance (Company Provided)
• Employee Assistance Program
• Unlimited access to LinkedIn learning solutions
• Matched 401(k) Retirement Savings Plan
• Paid 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 year
• Legal Plan and Identity Theft Protection
• Accident Insurance
• Employee Discounts
• Pet Insurance
• Employee Stock Purchase Program
• If otherwise eligible, participation in the discretionary annual bonus program
• If otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program

This Remote Position Cannot be Performed in New York City.

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 EPAM

This 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.

In accordance with the LA County Fair Chance Ordinance, you may find a copy of the Notice containing a summary of the Ordinance’s key provisions here: Concept FCO Posting 8 27 24 (lacounty.gov)

Applicants and Employees in Unincorporated Los Angeles County: The Los Angeles Fair Chance Ordinance (LAFCO) requires employers conducting criminal history checks for applicants or employees to state the job duties for which certain criminal history may have a direct, adverse and negative relationship. For this position, these job duties include: engaging with clients, employees, and other third-parties (including the general public); accessing company and client information, IT systems and infrastructure, assets, property, and products, including proprietary coding, programs, applications, and data; and appropriately handling such information, including company and client confidential and personal information. For this reason, certain criminal history may result in the withdrawal of a condition offer of employment. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the LAFCO and the California Fair Chance Act.

EPAM welcomes all applicants and will consider qualified candidates with criminal history such as arrest and conviction records in a manner consistent applicable law, including the San Francisco Fair Chance Ordinance and Los Angeles Fair Chance Initiative for Hiring.

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.

EPAM will not provide new H-1B visa sponsorship for this position. Candidates with existing transferable H-1B status may be considered.