Job Description

Salary: $65,000 - 102,000 per year Requirements:

• We need a bachelors degree in Computer Science, Business, or a related discipline; an MBA or Business Administration background is considered an advantage.
• We need 10+ years of experience in technology consulting, cloud services, channel, alliance, or digital transformation, with a recent emphasis on Microsoft modernization programs.
• We need 5+ years of proven success growing cloud business in professional services, ISV, or enterprise engineering environments.
• We need experience in roles such as Solution Sales Professional, Partner Sales Manager, Business Development Lead, Account Executive, Account Manager, or Technical Consultant, ideally within or alongside the Microsoft partner ecosystem.
• We require deep Oil and Gas expertise to drive relevant, industry-specific transformation.
• We need a strong track record of closing complex, multi-stakeholder deals with direct accountability for revenue and bookings targets.
• We need demonstrated success in partner-led selling and strong familiarity with Microsoft field teams, industry teams, leadership, co-sell, ECIF, and partner funding processes.
• We need strong business development instincts, including proactive pipeline generation and the ability to build joint account strategies and go-to-market motions from the ground up.
• We need practical fluency in emerging AI-led delivery approaches such as AI-Native Development and Forward Deployed Engineering, with the flexibility to broaden expertise.
• We need a solid background in cloud engineering, including hands-on experience structuring cloud migration and modernization programs.
• We need experience working with major cloud providers, with strong Microsoft capability.
• We need the ability to operate effectively at both executive client level and internal practice level, balancing commercial judgment with solution credibility.
• We need excellent executive communication and relationship-building skills.
• We need proven ability to work through complex matrix organizations and deliver results without formal authority; comfort with ambiguity is essential.
• We need a builder mindset: resourceful, motivated, hands-on, and willing to take on multiple responsibilities in a leadership role.
• We need a direct or indirect sales background with ambitious revenue targets and a strong record of pipeline ownership, forecast discipline, and deal closure.
• We need the ability to turn a broad vision into clear, actionable plans across account, business unit, and Microsoft stakeholders.
• We need experience working with Fortune 1000 clients across multiple industries.
• We need the ability to travel up to 30% of the time.

• We own bookings and revenue for Microsoft cloud and digital transformation engagements across assigned Oil and Gas accounts.
• We agree net-new and expansion targets with the Oil and Gas business unit and track performance closely.
• We run the portfolio like a business, maintaining a proactive operating rhythm and building pipeline rather than reacting to inbound demand.
• We lead opportunities from origination and qualification through deal shaping, commercial structuring, and contract signature.
• We manage pipeline health, forecast accuracy, and deal progression.
• We stay closely aligned with the business unit through weekly calls, quarterly business reviews, and pipeline reviews.
• We embed into key accounts, contribute to account plans, and develop joint EPAM-Microsoft strategies to enter new workloads and expand existing presence.
• We execute a land-and-expand strategy by identifying post-close growth opportunities across cloud migration, application modernization, data, AI, and platform engineering.
• We advise senior client stakeholders on growth, efficiency, Data and AI, and platform modernization, positioning us as a long-term transformation partner.
• We collaborate with Microsoft senior leaders and build strong relationships with Microsoft account teams, industry teams, and M1/M2 leadership.
• We conduct joint account planning, maintain recurring touchpoints, meet face to face, and lead joint customer events, including executive sessions for top accounts.
• We own joint go-to-market motions with customers and Microsoft as the primary EPAM deal lead in Microsoft-sourced and co-sell opportunities.
• We shape messaging, develop joint pipeline, and leverage Microsoft programs and funding to accelerate close rates and improve deal economics.
• We drive repeatable offerings and campaigns rather than one-off pursuits, partnering with Technology Consulting to package Microsoft-aligned solutions.
• We lead strategic go-to-market events, including AI Days roadshows and account-based AI Days, and support joint marketing and public relations efforts with Microsoft.
• We act as pursuit leader and player-coach on strategic deals, coordinating solution architects, practice leaders, delivery leadership, and commercial teams.
• We own strategic RFPs end to end, from qualification through response and executive presentation.
• We remain engaged after close to support delivery transition, uncover expansion opportunities, and feed market and client insights back into the Microsoft Business Group and go-to-market leadership.
• We contribute as a Cloud Transformation leader on priority engagements and step into roles such as Engagement Manager, Lead Consultant, or Program Leader when needed.
• We mentor and enable Client Partners, Senior Delivery Leaders, and pursuit teams on cloud business development, partner-led selling, and Microsoft co-sell practices.

• AI
• Cloud
• Support
• Marketing
• Matrix
• AWS
• Azure
• DevOps

More:

We are EPAMs rapidly growing Microsoft Business Group, where this senior leadership, revenue-owning role is focused on managing the Microsoft business across a portfolio of Oil and Gas clients. We work closely with EPAM leadership, delivery teams, Microsoft stakeholders, and clients to drive cloud-enabled transformation and scalable growth. This is a hands-on builder role for someone who thrives in ambiguity, enjoys shaping and closing opportunities, and wants to serve as a strategic coordinator across sales, practices, Microsoft, and delivery. The role is based on proactive account development, executive relationship building, joint go-to-market execution, and land-and-expand growth across modernization, data, AI, and platform engineering, with travel up to 30%.

last updated 39 week of 2026

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