Principal - Cloud Engagement Lead, Microsoft - Oil & Gas, Energy

EPAM Systems•Houston, TX

About The Position

EPAM is seeking a dynamic, entrepreneurial, results-driven Cloud Engagement Lead to join its Microsoft Business Group. This senior leadership, revenue-owning role manages the Microsoft business across an assigned portfolio of Oil and Gas clients, working closely with EPAM leadership, delivery teams, Microsoft stakeholders, and clients to drive cloud-enabled transformation. The role initiates, shapes, closes, and expands cloud transformation engagements, with direct accountability for bookings and revenue. The Cloud Engagement Lead runs the portfolio as a business, creating pipeline, maintaining forecast and deal discipline, and developing assigned accounts through proactive land-and-expand strategies. The position coordinates Sales, Practices, Microsoft, and Delivery, while advising senior client stakeholders on Microsoft modernization and transformation. It is a hands-on builder role suited to someone comfortable navigating ambiguity and complex organizational structures without waiting for established support mechanisms. The role also leads joint go-to-market and co-sell efforts with Microsoft, including account planning, customer events, funding programs, strategic pursuits, and repeatable offerings. It remains engaged after contract close to support successful delivery transitions and identify further growth opportunities, and may contribute directly as an Engagement Manager, Lead Consultant, or Program Leader when needed. Travel may be required up to 30%.

Requirements

Bachelor’s degree in Computer Science, Business, or a related field.
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.
Experience in roles such as Solution Sales Professional, Partner Sales Manager, Business Development Lead, Account Executive, Account Manager, or Technical Consultant; experience in or adjacent to the Microsoft partner ecosystem is preferred.
Deep expertise in the Oil and Gas industry.
Proven record of closing complex, multi-stakeholder deals with direct revenue accountability and aggressive bookings targets.
Demonstrated success in partner-led selling, familiarity navigating the Microsoft field organization, and working knowledge of Microsoft co-sell, ECIF, and partner funding mechanisms.
Strong business development instincts, including proactive pipeline creation, offers-driven selling, and the ability to build joint account strategies and go-to-market motions.
Practical fluency in AI-driven delivery models such as AI-Native Development and Forward Deployed Engineering (FDE), with flexibility to expand expertise.
Strong Cloud Engineering background, including hands-on experience structuring cloud migration and modernization programs, and technical credibility to lead executive discussions and shape solutions.
Experience with major cloud providers, including AWS, Azure, GCP, or OCI, with strong Microsoft competency.
Ability to operate effectively with executive-level clients and internal practice teams, balancing commercial acumen with solution credibility.
Strong executive communication and relationship-building skills.
Ability to navigate complex matrix organizations and drive outcomes without formal authority or established support structures; comfort operating in ambiguity is essential.
Builder mindset; hands-on, adaptable, and comfortable wearing multiple hats and establishing new motions.
Direct or indirect sales background with aggressive revenue targets and a record of pipeline ownership, forecast discipline, and deal closure.
Ability to translate a broad vision into actionable plans across Account, Business Unit, and Microsoft stakeholders.
Experience working with Fortune 1000 clients across multiple industries.
Ability to travel up to 30%.

Nice To Haves

MBA or background in Business Administration.

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 Oil and Gas Business Unit and track performance.
Run the account portfolio proactively, establishing operating cadence, creating pipeline, and developing assigned accounts.
Lead opportunities from origination and qualification through deal shaping, commercial structuring, and contract closure; maintain pipeline health, forecast accuracy, and deal progression.
Coordinate with the Business Unit through weekly calls, QBRs, and pipeline reviews, aligning Microsoft activity with Business Unit priorities.
Engage deeply with priority accounts, participate in account calls and planning, and develop joint EPAM–Microsoft strategies to open new workloads and expand existing business.
Execute land-and-expand strategies across cloud migration, application modernization, data, AI, and platform engineering.
Advise senior client stakeholders and lead business-first discovery focused on growth, efficiency, Data & AI, and platform modernization.
Collaborate with Microsoft senior leaders and build durable relationships with Microsoft account teams, industry teams, and M1/M2 leadership; conduct joint planning, recurring meetings, and customer events.
Own joint go-to-market motions with customers and Microsoft, lead EPAM participation in Microsoft-sourced and co-sell opportunities, shape 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 size and stickiness.
Drive revenue through repeatable offerings and campaigns, partnering with Technology Consulting to refine offerings, package Microsoft-aligned solutions, and align cross-industry narratives.
Lead strategic go-to-market events, including AI Days roadshows and account-based AI Days, and drive joint marketing and public relations initiatives with Microsoft.
Lead strategic pursuits and coordinate solution architects, practice leaders, delivery leaders, and pricing and commercial teams to deliver compelling value articulation, differentiation, and executive messaging.
Own strategic RFPs from qualification through response and executive presentation.
Support successful post-close transitions to delivery, identify expansion opportunities, and provide market and client insights to Microsoft Business Group and go-to-market leadership.
Contribute as a Cloud Transformation leader on priority engagements, taking on 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 practices.