Principal Cloud Engagement Lead, Microsoft, Energy

Requirements:

• Bachelors degree in Computer Science, Business, or a related field; an MBA or business administration background is a plus
• 10+ years of experience in technology consulting, cloud services, channel or alliance work, or digital transformation, with recent focus on Microsoft modernization programs
• 5+ years of success growing cloud business in professional services, ISV, or enterprise engineering environments
• Experience in roles such as Solution Sales Professional, Partner Sales Manager, Business Development Lead, Account Executive, Account Manager, or Technical Consultant, ideally within or adjacent to the Microsoft partner ecosystem
• Deep Oil and Gas industry expertise
• Proven record of closing complex, multi-stakeholder deals with direct revenue accountability and ambitious bookings targets
• Demonstrated success in partner-led selling and familiarity with Microsofts field organization, co-sell practices, ECIF, and partner funding programs
• Strong business development skills, including proactive pipeline creation, offers-led selling, and building joint account strategies and go-to-market motions
• Practical familiarity with AI-driven delivery models such as AI-Native Development and Forward Deployed Engineering, with willingness to broaden expertise
• Strong Cloud Engineering background, including hands-on experience structuring cloud migration and modernization programs and the technical credibility to shape solutions and advise executives
• Experience with major cloud providers such as AWS, Azure, Google Cloud Platform, or OCI, with strong Microsoft competency
• Ability to work effectively with client executives and internal practices, balancing commercial judgment with solution credibility
• Strong executive communication and relationship-building skills
• Ability to navigate complex matrix organizations, influence without formal authority, and deliver results amid ambiguity
• Hands-on, adaptable builder mindset, comfortable taking on varied responsibilities in a leadership role
• Direct or indirect sales experience with ambitious revenue targets, pipeline ownership, forecasting discipline, and deal closure
• Ability to turn strategic vision into actionable plans for account, business unit, and Microsoft stakeholders
• Experience working with Fortune 1000 clients across multiple industries

Responsibilities:

• Own bookings and revenue targets for Microsoft cloud and digital transformation engagements across assigned Oil and Gas accounts; agree on net-new and expansion targets with the business unit and track performance
• Operate the portfolio as a business by establishing a proactive cadence, creating pipeline, and developing assigned accounts
• Lead opportunities from origination and qualification through deal shaping, commercial structuring, and contract closure; manage pipeline health, forecasts, and deal progress
• Participate in business unit calls, quarterly business reviews, and pipeline reviews, aligning Microsoft initiatives with business unit priorities
• Embed in priority account activities, contribute to account plans, and develop joint EPAM–Microsoft strategies to win new workloads and grow existing business
• Execute land-and-expand strategies and drive follow-on revenue across cloud migration, application modernization, data, AI, and platform engineering
• Advise senior client stakeholders through business-focused discovery on growth, efficiency, Data and AI, and platform modernization; position EPAM as a long-term transformation partner
• Collaborate with Microsoft leaders to strengthen the joint value proposition and customer outcomes
• Build relationships with Microsoft account and industry teams and M1/M2 leaders; coordinate joint account planning, recurring meetings, in-person engagement, and customer events
• Lead joint go-to-market activity with customers and Microsoft, serving as EPAMs deal lead for Microsoft-sourced and co-sell opportunities; shape presales messaging and develop joint pipeline
• Use Microsoft programs and funding, including ECIF and Partner-Led Programs, to support deal closure, reduce client investment risk, and increase deal value and longevity
• Drive revenue through repeatable offerings and campaigns, partnering with Technology Consulting to refine offerings, package Microsoft-aligned solutions, and develop cross-industry narratives
• Lead strategic go-to-market events, including AI Days roadshows and account-based customer events, as well as joint marketing and public relations initiatives with Microsoft
• Lead strategic pursuits as a player-coach, coordinating solution architects, practice leaders, delivery leadership, and pricing and commercial teams
• Direct strategic RFPs from qualification through response and executive presentation
• Support successful delivery transitions after close, identify expansion opportunities, and share market and client insights with Microsoft Business Group and go-to-market leadership
• Step into Cloud Transformation leadership roles on priority engagements, 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 practices
• Travel up to 30%

Technologies:

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

More

We are seeking a senior, revenue-owning Cloud Engagement Lead to join EPAMs rapidly growing Microsoft Business Group. The role manages the Microsoft business across an assigned portfolio of Oil and Gas clients and works closely with EPAM leadership, delivery teams, Microsoft stakeholders, and clients to advance cloud-enabled transformation. It is a hands-on builder role suited to someone comfortable operating in a complex organization and working through ambiguity.

last updated 43 week of 2026