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

Overview

As Cloud Engagement Lead, you drive cloud-enabled transformation for a portfolio of Oil & Gas clients, owning bookings and revenue in a senior, cross-functional leadership role. You will shape and close engagements, align with BU priorities, and build executive relationships with Microsoft and client stakeholders. The role combines business development with credible technical leadership to expand Microsoft-aligned workloads and co-sell opportunities. You operate in an entrepreneurial, builder mindset within a complex matrix, delivering sustainable growth and strategic impact.

Compensation / Benefits

• Medical, Dental and Vision Insurance (Subsidized)
• Health Savings Account
• Flexible Spending Accounts
• Short-Term and Long-Term Disability
• Life and AD&D Insurance
• Employee Assistance Program

Responsibilities

• Own bookings and revenue targets for Microsoft cloud and digital transformation engagements within O&G accounts
• Drive portfolio as a business with proactive pipeline, cadence, and account development
• Lead end-to-end opportunities: origination, qualification, deal shaping, structuring, and closure
• Participate in BU weekly calls, QBRs, and pipeline reviews to align Microsoft motion with BU priorities
• Embed in top accounts, co-create account plans, and develop joint EPAM-Microsoft strategies
• Execute land-and-expand in strategic accounts for cloud migration, modernization, data, AI, and platform engineering
• Act as trusted advisor to senior client stakeholders, framing growth and transformation opportunities
• Collaborate with Microsoft leaders to amplify joint value and differentiate offerings
• Own joint GTM motions and act as primary EPAM deal lead in Microsoft-sourced opportunities
• Leverage Microsoft programs and funding to accelerate closures and increase deal size
• Drive repeatable offerings and campaigns; coordinate with Technology Consulting for aligned solutions
• Lead strategic GTM events, including AI Days roadshows and ABM-style executive sessions
• Pursue and manage RFPs end-to-end and ensure successful post-close delivery transition
• Mentor partners and pursuit teams in cloud business development and Microsoft co-sell practices

Key requirements

• 10+ years in technology consulting, cloud services, channel/alliances, or digital transformation with recent focus on Microsoft modernization
• 5+ years proven success growing cloud business in professional services, ISV, or enterprise engineering
• Experience in roles such as SSP, PSM, Business Development Lead, Account Executive, or related, with Microsoft ecosystem exposure
• Deep O&G industry expertise
• Track record of closing complex, multi-stakeholder deals with revenue ownership
• Proven success in partner-led selling and Microsoft field organization navigation
• Strong business development instincts with pipeline creation and joint GTM capabilities
• Fluent in AI-driven delivery models (AI-Native Development, Forward Deployed Engineering) and cloud modernization
• Cloud engineering background with migration and modernization program experience
• Experience with AWS, Azure, GCP, OCI and strong Microsoft competency
• Ability to operate at executive and practice levels, balancing commercial and solution credibility
• Strong executive communication and relationship building
• Ability to navigate matrix organizations and operate in ambiguity
• Builder mindset, hands-on leadership, and willingness to wear multiple hats
• Direct or indirect sales background with revenue targets and pipeline ownership

• executive communication
• relationship building
• proactive collaboration
• Microsoft modernization programs
• cloud migration and modernization
• Data & AI