Director, Business Development - Technology (Google)

EPAM Systems; United States; On-site; USD 250,000 - 360,000; Full time

Job summary

EPAM Systems Inc. is seeking a Business Development Director - Technology to join our Bay Area team.

You will be responsible for driving revenue growth within the Google account and expanding EPAM's footprint through strategic, consultative engagements with senior stakeholders. You will lead the full sales lifecycle, build pipelines, and position EPAM across digital transformation, data, cloud and AI aligned to Google's priorities.

Qualifications

• 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.

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

Account management

Strategic account selling

Relationship building

Pipeline development

C-suite engagement

Business development

Negotiation

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.

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