Partner Sales Senior Manager - Google Cloud BFS

We are looking for a Partner Sales Senior Manager – Google Cloud to join our team in the US in a remote working mode. In this role, you will combine a strong new-business hunter mindset with channel-led growth. Your core responsibility is to carry a quota and deliver net-new revenue through new-logo acquisition and through partner-sourced and partner-influenced opportunities. You will cultivate senior executive relationships across the partner ecosystem, co-create routes to market with them, and position EPAM as the partner of choice for large-scale digital transformation initiatives.

Req.#1014915596

Responsibilities

• Own the commercial strategy and revenue plan for assigned strategic partners
• Translate the overall partner strategy into clear sales priorities, revenue targets and pipeline objectives
• Develop joint sales plans with partners focused on priority industries, accounts, solutions and geographies
• Carry a personal revenue target combining net-new logo revenue and partner-sourced / partner-influenced revenue
• Build and maintain a high-quality pipeline through direct prospecting and joint / co-selling activities
• Lead the entire sales lifecycle from prospecting through close, personally owning the deal
• Develop strong working relationships with partner sales leaders, account executives and field teams
• Create joint account plans for strategic clients and drive partner participation in strategic bids, proposals and client meetings
• Establish trusted relationships with senior commercial executives within strategic partners
• Identify applicable partner funding programs fit for each opportunity and work to maximise funding to drive client value and commercial scale
• Negotiate final commercial terms on EPAM's side and close the deal
• Debrief the partner seller post win/loss and document the outcome

Requirements

• 8+ years of experience in IT sales / business development with proven success in hunting and closing complex enterprise deals at senior manager level
• Showcase of a proven track record of generating revenue through strategic technology partnerships and carrying and beating a personal sales quota
• Understanding of enterprise technology solutions and relevant partner ecosystems
• Background in managing complex enterprise sales cycles end-to-end
• Experience working with major technology vendors and their field / channel organisations
• Understanding of co-selling and partner-led sales models
• Experience engaging and influencing C-suite and senior commercial executives
• Skills in commercial negotiation and influencing
• Capability to operate effectively across global, matrixed organisations
• Degree in business, technology, or related field
• Advanced proficiency in English (C1+)

Benefits

• 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 – the employee will be eligible to accrue 15-25 paid days, depending on specific level and tenure with EPAM (accrual eligibility may change over time)
• Paid Holidays - nine (9) total per year
• Legal Plan and Identity Theft Protection
• Accident Insurance
• Employee Discounts
• Pet Insurance
• Employee Stock Purchase Program
• If otherwise eligible, participation in the discretionary annual bonus program
• If otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program