Director, Business Development - Technology (Google)

EPAM Systems; San Jose (CA); On-site; USD 185,000 - 225,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Health Savings Account

Flexible Spending Accounts

Disability Insurance

Life Insurance

401(k) Match

Paid Time Off

Identity Theft Protection

Employee Discounts

Employee Stock Purchase Program

Job summary

EPAM Systems in the Bay Area seeks a seasoned Business Development Director - Technology (Google) to lead revenue growth within the Google account. You will act as an executive-facing seller, building strategic relationships and expanding EPAM's footprint across Google's priority areas including digital transformation, data, cloud and AI.

You will own the full sales lifecycle from prospecting to closure, develop account penetration plans with cross-functional teams, and drive high-value,

Qualifications

• 10–15 years of IT sales / business development focusing on named/strategic accounts.
• Proven track record closing new business in organizations with $2B+ in sales.
• Proven revenue growth and whitespace expansion in large named accounts.
• Experience selling IT services to Alphabet/Google.
• Strong understanding of tech sector and Google's org structure.
• Experience selling complex multi-service or consulting-led engagements.
• Ability to build pipeline from scratch and close net-new opportunities in existing accounts.
• Established network with senior stakeholders across large tech organizations.
• Experience engaging with C-level stakeholders.
• Strong communication, negotiation and commercial acumen.
• Ability to operate independently in a high-growth, target-driven environment.
• Existing relationships within Google.
• Familiarity with cloud, AI/ML and data platforms relevant to Google's stack.

Responsibilities

• Own account growth within the Google account, driving expansion across business units and new opportunity areas.
• Identify and convert whitespace opportunities across underpenetrated teams and business units within the account.
• Build and execute a strategic account penetration plan aligned to Google's priorities and organizational structure.
• Develop senior stakeholder relationships (Director, VP and C-suite level) within the Google account.
• Leverage account insight and technology sector trends to shape compelling, relevant client propositions.
• Lead the full sales lifecycle from prospecting and qualification through to deal closure.
• Proactively generate pipeline through targeted account outreach, representing EPAM at relevant industry forums and networks to strengthen brand presence.
• Position EPAM's capabilities across digital transformation, data, cloud and AI in the context of Google's business needs.
• Collaborate with internal delivery and account teams to align solutions with Google's specific challenges.
• Maintain disciplined pipeline management, forecasting and reporting.

Skills

IT sales

Strategic account selling

New business development

C-suite engagement

Pipeline building

Negotiation

Communication

Account growth

Executive stakeholder relations

High-growth environment

Google familiarity

Industry knowledge

Education

Bachelor's degree in business, technology or related field

Job description

We're looking for a Business Development Director - Technology (Google) to join our team in the Bay Area.

In this role, you will be responsible for driving revenue growth and expanding EPAM's footprint within the Google account.

You will operate as a dedicated account-based seller, leveraging a deep understanding of Google's business priorities, organizational structure and buying behaviors to identify, engage and grow strategic opportunities. You will position EPAM as a strategic transformation partner across key priorities such as digital transformation, customer experience, data and AI.

This role requires a strong focus on account growth, building trusted executive relationships and expanding EPAM's presence across business units within the account through high-value, consultative engagement.

Req# 1089342607

Responsibilities

• Own account growth within the Google account, driving expansion across business units and new opportunity areas
• Identify and convert whitespace opportunities across underpenetrated teams and business units within the account
• Build and execute a strategic account penetration plan aligned to Google's priorities and organizational structure
• Develop senior stakeholder relationships (Director, VP and C-suite level) within the Google account
• Leverage account insight and technology sector trends to shape compelling, relevant client propositions
• Lead the full sales lifecycle from prospecting and qualification through to deal closure
• Proactively generate pipeline through targeted account outreach, representing EPAM at relevant industry forums and networks to strengthen brand presence
• Position EPAM's capabilities across digital transformation, data, cloud and AI in the context of Google's business needs
• Collaborate with internal delivery and account teams to align solutions with Google's specific challenges
• Maintain disciplined pipeline management, forecasting and reporting

Requirements

• 10-15 years of experience in IT sales / business development with a strong focus on named account or strategic account selling
• Demonstrated track record of identifying and closing new business in organizations with $2B+ in sales using a consultative and collaborative multi-discipline team approach
• Proven track record of growing revenue and expanding whitespace within large, complex named accounts
• Prior experience selling IT services into Alphabet/Google or working directly within the organization
• Strong understanding of the technology sector and Google's organizational structure, priorities and buying behaviors
• Experience selling complex, multi-service or consulting-led engagements
• Demonstrated ability to build pipeline from scratch and close net-new opportunities within an existing account
• Established network or experience engaging with senior stakeholders across large technology organizations
• Experience engaging with C-level stakeholders and navigating complex organizations
• Bachelor's degree in business, technology or related field
• Strong communication, negotiation and commercial acumen
• Ability to operate independently in a high-growth, target-driven environment
• Existing relationships or network within Google
• Familiarity with cloud, AI/ML and data platforms relevant to Google's technology stack

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
• Legal Plan and Identity Theft Protection
• Accident Insurance
• Employee Discounts
• Pet Insurance
• Employee Stock Purchase Program

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: $185,000-$225,000 USD. This position is also eligible for variable compensation incentives. 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.

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