[Hiring] Principal - Cloud Engagement Lead @EPAM Systems

Role Description

We are looking for a dynamic, entrepreneurial, and results-driven Cloud Engagement Lead to join EPAM's rapidly growing Microsoft Business Group (MBG). In this senior leadership revenue-owning role, you will manage the Microsoft business within your assigned portfolio of Oil and Gas (O&G) 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.

Responsibilities

• Own bookings and revenue targets for Microsoft cloud and digital transformation engagements within your assigned scope of O&G accounts; agree on Net New and Expansion revenue targets with the O&G Business Unit (BU) 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 - 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 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.
• 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.
• 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.
• Leverage Microsoft programs and funding to accelerate deal closure, de-risk client investment, and increase deal size and stickiness.
• Drive revenue through repeatable, proactive offerings and campaigns rather than one-off deals; partner with Technology Consulting to refine offerings 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.
• Act as pursuit leader and player-coach on strategic deals, coordinating solution architects, practice leaders, delivery leadership, and pricing and commercial teams.
• 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.
• 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 30%.

Qualifications

• 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, ideally with time spent in or adjacent to the Microsoft partner ecosystem.
• Deep expertise in O&G is required, enabling the individual to drive relevant, industry-specific transformation.
• Proven track record of closing complex, multi-stakeholder deals with hard revenue accountability and aggressive bookings targets.
• Demonstrated success in partner-led selling, with deep familiarity navigating the Microsoft field organization.
• Strong business development instincts - proactive pipeline creation, offers-driven selling, and the ability to build joint account strategies.
• Practical fluency in emerging AI-driven delivery models such as AI-Native Development and Forward Deployed Engineering (FDE).
• Strong background in Cloud Engineering, with hands-on experience structuring cloud migration and modernization programs.
• Experience working with major cloud providers (AWS, Azure, GCP, OCI), with strong Microsoft competency.
• Ability to operate comfortably at the executive level with clients and at the practice level internally.
• Strong executive communication and relationship-building skills.
• Proven ability to navigate complex matrix organizations and drive outcomes without formal authority.
• Builder mindset - scrappy, hungry, willing to wear multiple hats and stay hands-on even in a leadership role.
• Direct or indirect sales background with aggressive revenue targets and a track record of pipeline ownership.
• 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.