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Global Head of Cloud Alliances Phoenix, AZ, USA

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Global Head of Cloud Alliances Description

Job #: 62245
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 Global Head of Cloud Alliances will be responsible for prioritizing and operationalizing the overall “Partner” strategy across multiple cloud partners and a dedicated partner-aligned team of Alliance Managers across both NA and EMEA regions. The qualified candidate will also represent EPAM Alliances Team as part of the Global Cloud Organization aligning with other senior leaders in EPAM Cloud business. This role will report to the CMO/Chief Strategy Officer.

In this management role, building and maintaining EPAM’s cloud partnership status, agreed global business objectives, influenced revenue and reputation with the partners is paramount. He/She will be leading and growing an already existing Cloud Alliance Management team across NA and EMEA focused on AWS, GCP and Microsoft partnerships and continue to grow the team over time as required. They would be expected to lead by example, by providing strategic guidance and mentorship, strong network of cloud relationships, executive sponsorship and support and drive business development activities that result in practice growth and tightly aligned programs with key partners.

The role will require a self-driven, experienced senior-level manager who has successfully grown and managed a goal-oriented team, worked in Cloud partnerships in a large complex organization and has a network of contacts in market. They will need to align closely with EPAM Leadership and Head of Strategy, the global Cloud Organization and practice, partner marketing, sales, account management and delivery teams. This is a great opportunity to join a fast-growing company whose priority investment for 2021/22 is in Cloud and be the first in this newly created role where you can make a real difference in a measurable way.


REQ #: 224598598

What You’ll Do

  • Represent EPAM Globally as the lead for Cloud Alliances team
  • Act as executive sponsor for key strategic partners building bilateral senior level connections
  • Oversee and manage a team of dedicated Alliance managers focused on AWS, Google and Microsoft and grow the team as the business growth dictates
  • Share ownership for team success including the following:
    • Support, maintain and grow Alliance relationships and status levels with cloud partners globally by aligning with senior stakeholders, including, cloud practice, channel sales, delivery and marketing
    • Develop and support overall global GTM strategy for cloud partners alongside the dedicated cloud practices, Head of Cloud Strategy and marketing
    • Work cross-functionally with Business Unit leaders, sales, technical competencies and marketing teams to establish strategic marketing and growth plans, ultimately opening up new pipeline opportunities in concert with cloud vendor annual planning cycle
    • Align with EPAM solution experts in order to develop offerings and influence growth at select EPAM accounts
    • Set expectations and achieve KPI on initiated and influenced partner revenue
    • Track successes and initiate joint customer stories
    • Work collaboratively with sales and marketing to represent EPAM at various events
    • Understand and manage partner’s deal registration and status evaluation criteria
    • Work with Partners and Cloud team to present Yearly, Quarterly plans and results to EPAM senior leadership teams and run QBR with partners by region

Requirements

  • 10+ years Sales and/or Alliance/Channel experience with several partners (ideally in Cloud)
  • 7+ years overall in enterprise technology space (Cloud experience is a must)
  • Experience in Solution Integration (SI) sales environment and partner ecosystem
  • Exceptional communication, writing and organizational skills
  • Team management skills and experience a must
  • Managing relationships, business development, pipeline, and processes
  • Demonstrated capability to work in a matrix structure
  • Agile mindset and adaptability to change
  • Some travel required
  • Understanding of Marketing and Business Development Initiatives
  • Works well independently and has a competency in completing duties in a timely and effective manner
  • Flexible, proactive team-player attitude a must

What We Offer

  • Competitive compensation depending on experience and skills
  • Annual bonus (if achieved the defined goals)
  • Opportunity to work in a fast-paced, agile, software engineering culture
  • Regular performance feedback and salary reviews
  • Opportunities for professional growth
  • 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

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