Principal - Cloud Engagement Lead (Microsoft) - Retail & Consumer Packaged Goods (CPG)

Responsibilities

• Own 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 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 - 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 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

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
• Deep expertise in Retail 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 - not as a passenger on deals, but as the owner of the number
• Strong business development instincts - proactive pipeline creation, offers-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 structuring 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
• 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
• Experience working with Fortune 1000 clients across multiple industries