Principal - Cloud Engagement Lead (Microsoft)

EPAM Systems; San Francisco (CA); On-site; USD 150,000 - 210,000; Full time

Job summary

EPAM Systems seeks a dynamic Cloud Engagement Lead to own the Microsoft cloud and digital transformation engagements across priority accounts. You will shape opportunities, drive bookings, and lead end-to-end deals with a focus on strategic impact and revenue growth.

You will coordinate with Sales, Practices, Microsoft, and Delivery, build executive relationships, and expand co-sell and co-delivery programs. This is a senior leadership builder role in a complex matrix.

Responsibilities

• Own bookings and revenue targets for Microsoft cloud and digital transformation engagements within your scope; set Net New and Expansion targets with the BU and track them.
• Run your portfolio as a business - drive a proactive cadence, own pipeline creation, and treat accounts as a development portfolio.
• Lead opportunities end-to-end across origination, qualification, deal shaping, commercial structuring, and contract closure; maintain pipeline health and forecast accuracy.
• Build connective tissue with the BU - participate in weekly calls, QBRs, and pipeline reviews; align Microsoft motion with BU priorities.
• Go deep into top accounts - embed in weekly calls, contribute to account plans, and build joint EPAM-Microsoft strategies to expand workloads.
• Execute a deliberate land-and-expand strategy in strategic accounts, driving follow-on revenue across cloud migration, app modernization, data, AI, and platform engineering.
• Serve as a trusted advisor to senior client stakeholders, leading growth-focused discovery conversations and positioning EPAM as a long-term transformation partner.
• Collaborate with Microsoft leaders to amplify the joint value proposition and create differentiated customer impact.
• Build durable relationships with Microsoft teams; conduct joint account planning, cadence, face-to-face meetings, and joint events.
• Own and execute joint go-to-market motions with customers and Microsoft; shape messaging and develop joint pipeline.
• Leverage Microsoft programs to accelerate deal closure, de-risk investment, and increase deal size and stickiness.
• Drive revenue through proactive offerings and campaigns rather than one-off deals; package Microsoft-aligned solutions and align narratives.
• Lead and orchestrate strategic GTM events, including AI Days and account-based AI Days with Microsoft, plus joint marketing and PR initiatives.
• Act as pursuit leader on strategic deals, coordinate solution architects, delivery leaders, and pricing teams to articulate value and competitive differentiation.
• Own and orchestrate strategic RFPs end-to-end - from qualification through executive presentation.
• Stay engaged post-close to ensure smooth delivery transition and feed market and client insights back into leadership to shape EPAM's Microsoft portfolio.
• Contribute

Job description

We are looking for a dynamic, entrepreneurial, and results-driven Cloud Engagement Lead to join EPAM's rapidly growing Microsoft Business Group. In this senior leadership revenue-owning role, you will manage the Microsoft business within your assigned unit. 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. Req.#1023999328

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
• 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 (BU) - 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 (formal or informal) 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, 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
• 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 (including ABM-style executive sessions for top accounts)
• 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; establish presales rapport, shape messaging (e.g., App & Innovation, Data & AI), and develop joint pipeline
• 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
• 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
• Act as pursuit leader and player-coach on strategic deals, coordinate solution architects, practice leaders, delivery leadership, and pricing and commercial teams to deliver clear value articulation, competitive differentiation, and strong executive messaging
• 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
• Contribute