EPAM is a leading global provider of digital platform engineering and development services. We are committed to having a positive impact on our customers, our employees, and our communities. We embrace a dynamic and inclusive culture. Here you will collaborate with multi-national teams, contribute to a myriad of innovative projects that deliver the most creative and cutting-edge solutions, and have an opportunity to continuously learn and grow. No matter where you are located, you will join a dedicated, creative, and diverse community that will help you discover your fullest potential.
Description
EPAM is seeking a dynamic Senior Account Manager who will be responsible for building and maintaining EPAM's client relationship in the east region of the United States. Our Senior Account Manager will be working closely with a counterpart in the same role in the West. This individual will be building relationships with our partners and other EPAM account managers to build significant new qualified pipeline, increase brand credibility, manage account operations, and ultimately influence target revenue growth. Our Senior Account Manager will align closely with EPAM Cloud leadership, Channel Sales, Head of Cloud Strategy and GMT, Partner Marketing, Business Unit leaders, account management, and delivery teams. This is a great opportunity to impact a fast growing, critical partnership team and be part of an exciting growth time in EPAM.
Req. #293297562
WHAT YOU'LL DO

• Create business strategies to successfully achieve client and partner business goals
• Support, maintain and grow our partnership with our client in the East, including senior stakeholders, and aligning with the Global client team
• Support overall NA GTM strategy for our client alongside the Cloud expert team
• Work cross-functionally with Business Unit leaders, sales, and technical competencies to establish strategic market and growth plans, ultimately opening new pipeline opportunities
• Act as the Account Partner with clients, internal teams and BU Heads/Sales Leads owning a small portfolio
• Align with EPAM Account Managers and Account Management Senior Leadership to co-develop/support account plans and strategies for delivery, growth, and client satisfaction
• Set expectations and achieve KPI on partner program requirements, joint business plans and initiated and influenced partner revenue
• Track successes and initiate joint customer stories
• Understand and manage partner's deal intake and governance process, including ongoing operations
• Work with our client and Cloud team to present Yearly, Quarterly plans and results to EPAM senior leadership teams and run QBR with partners by region
• Deliver on EPAM's growth and performance objectives
• Drive account/partner revenue within the portfolio as well as accelerate opportunities to influence and sell end to end EPAM services
• Develop strategic and tactical plans that align with EPAM Cloud GTM and BU goals and objectives by achieving revenue and profit targets
• Responsible for shaping solutions and properly scoping/pricing engagements, establishing operational models, and leading the transition from the sales process to the delivery process
• Responsible for managing all financial and contractual aspects of account engagements
• Build successful relationships
• Establish and cultivate strong relationships with our client at senior levels as well as external and internal partners to maximize growth within an account/client portfolio
• Develop effective relationships with key internal executives, BU heads, Solution SMEs, and Sales and Delivery leaders
• Support sales/pre-sales activities by acting as the lead to assess opportunities, respond to resource requests, establish relationships with our partners, and help to close/sign new deals

REQUIREMENTS

• Minimum 10 years of experience in a business role, with a background in consulting with account management or Cloud partner alliances a plus
• Working with AWS - a must
• Exceptional leadership/management skills and superb verbal and written communication skills, with seasoned presentation skills, executive presence, and interpersonal skills
• Ability to operate at the strategic level, yet being close enough to the details to add value to clients and be a real support to the team
• Experience in Solution Integration (SI) sales environment and partner ecosystem
• Exceptional communication, writing and organizational skills
• Sound business acumen and common sense; strong negotiation skills
• Managing relationships, business development, pipeline, and processes
• Experience in managing and monitoring performance metrics across accounts and account portfolios
• Some travel required
• Works well independently and has a competency in completing duties in a timely and effective manner
• Flexible, proactive team-player attitude a must
• AWS certifications - nice to have

WHAT WE OFFER

• Medical, Dental and Vision Insurance (Subsidized)
• Health Savings Account
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Short-Term and Long-Term Disability (Company Provided)
• Life and AD&D Insurance (Company Provided)
• Employee Assistance Program
• Unlimited access to LinkedIn learning solutions
• Matched 401(k) Retirement Savings Plan
• Paid Time Off
• Legal Plan and Identity Theft Protection
• Accident Insurance
• Employee Discounts
• Pet Insurance

ADDITIONAL

• Depending on the position, EPAM employees may need to work at a client worksite or an EPAM office. To protect employees and help communities fight the COVID-19 pandemic, vaccination is required to visit an EPAM office in the US, and many of our clients have similar policies in place. Due to this, a COVID-19 vaccination may be necessary and when applicable, specific details will be discussed during the interview process which may include providing proof of vaccination. For candidates with exceptional circumstances that prevent them from getting the COVID-19 vaccine, we will offer alternative reasonable accommodation, where possible, which should be coordinated by your recruiter and discussed directly with an HR Representative
• This position operates in a remote capacity, but you must live within driving distance to an EPAM office. Your recruiter will discuss specific details about work location during the initial interview process