Principal - Cloud Engagement Lead (Microsoft)

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

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