Principal - Cloud Engagement Lead (Microsoft)

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
• 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
• 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
• 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
• Own 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
• 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
• Lead and orchestrate strategic RFPs end-to-end - from qualification through response to executive presentation

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
• 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
• 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
• 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
• Mentor and enable Client Partners, Senior Delivery Leaders, and pursuit teams in cloud business development, partner-led selling, and Microsoft co-sell best practices

Qualifications

• Ability to travel up to 40%