Principal Cloud Engagement Lead (Microsoft)

We are looking for a dynamic entrepreneurial and results-driven Cloud Engagement Lead to join EPAMs rapidly growing Microsoft Business 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 builders 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.#

• 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 EPAMMicrosoft 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 EPAMs evolving Microsoft portfolio
• Contribute as the Cloud Transformation leader on priority engagements stepping into roles such as Engagement Manager Lead Consultant or Program Leader when needed
• Mentor and enable Client Partners Senior Delivery Leaders and pursuit teams in cloud business development partner-led selling and Microsoft co-sell best practices
• Ability to travel up to 30%

• Bachelors degree in Computer Science Business or a related field; an MBA or Business Administration background is a plus
• 10 years of technology consulting cloud services channel alliance or digital transformation experience with recent focus on Microsoft modernization programs
• 5 years of demonstrated success driving and growing cloud business in professional services ISV or enterprise engineering environments
• Background in roles such as Solution Sales Professional (SSP) Partner Sales Manager (PSM) Business Development Lead Account Executive Account Manager or Technical Consultant etc. ideally with time spent in or adjacent to the Microsoft partner ecosystem
• Proven track record of closing complex multi-stakeholder deals with hard revenue accountability and aggressive bookings targets - not as a passenger on deals but as the owner of the number
• Demonstrated success in partner-led selling with deep familiarity navigating the Microsoft field organization (account teams industry teams M1/M2 leadership executives) and a working knowledge of Microsoft co-sell ECIF and partner funding mechanics
• Strong business development instincts - proactive pipeline creation offer-driven selling and the ability to build joint account strategies and joint GTM motions from the ground up
• Practical fluency in emerging AI-driven delivery models such as AI-Native Development and Forward Deployed Engineering (FDE) with the flexibility to expand expertise
• Strong background in Cloud Engineering with hands-on experience to structure cloud migration and modernization programs; the technical credibility to lead executive conversations and shape solutions without needing a full team behind you
• Experience working with major cloud providers (AWS Azure GCP OCI) with strong Microsoft competency
• Exposure to multiple industries (Financial Services Healthcare & Life Sciences Retail CPG Manufacturing Energy etc.) - depth in any one is welcome but not required; what matters is the ability to engage credibly across verticals
• Ability to operate comfortably at the executive level with clients and at the practice level internally balancing commercial acumen with solution credibility
• Strong executive communication and relationship-building skills
• Proven ability to navigate complex matrix organizations and drive outcomes without formal authority supporting structures or pre-built teams - comfort operating in ambiguity is essential
• Builder mindset - scrappy hungry willing to wear multiple hats and stay hands-on even in a leadership role; thrives in the chaos of standing up new motions rather than running a steady-state book
• Direct or indirect sales background with aggressive revenue targets and a track record of pipeline ownership forecast discipline and deal closure
• Ability to translate a big-picture vision into clear actionable plans across Account BU and Microsoft stakeholders
• Experience working with Fortune 1000 clients across multiple industries