Principal - Cloud Engagement Lead (Microsoft)

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 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 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 25-50% Requirements Bachelor’s 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