Business Development Manager (m/f/d) Microsoft (Azure, Data and AI)
EPAM is looking for a Business Development Manager to join our growing sales team in Berlin, Munich or Frankfurt in a hybrid working mode. You will be responsible for driving revenue related to our cloud offering by working closely with our internal Cloud Consulting, Marketing, Alliances and Delivery, as well as with the cloud provider.
To be successful, you will have to get things done through relationships and influence because you will help identify and originate Cloud project opportunities by several means: own research; joint planning with the EPAM and the Cloud Vendor Account Managers in current client accounts; joint planning with the Cloud Vendor Partner and Vertical Managers; joint proposition developing with the EPAM Cloud Consultants; and active prospecting.
Your role is that of the skillful originator and coordinator who organizes the meetings and follow-up steps that bring together all the different parties – prospects, clients, account managers, strategists, consultants, technologists and delivery experts on both the EPAM and the Cloud Vendor side – the multi-disciplinary teams who jointly produce the right solutions for our clients.
You need to be outgoing, self-motivated and self-propelled. You will need to proactively build your own pipeline through outbound activities.
Responsibilities
- Win cloud business for EPAM in new and existing clients
- Drive all cloud related sales and marketing activities within your region but working cross regions to share knowledge
- Coordinate and oversee the preparation of business' value propositions, sales plans, RFPs/RFQs/ RFIs; by serving as liaison to Business Units, sales, partners and executive teams
- Work with the cloud vendor to identify opportunities and joint target accounts
- Coordinate with the EPAM and partner teams regarding joint opportunities, including pipeline and forecast reviews
- Propagate across the Cloud Vendor’s organization EPAM’s capabilities and success stories to help stimulate partner-based lead referrals
- Work with the assigned partner manager to identify, prepare and deliver product messaging to demonstrate EPAM value prop as a trusted systems integrator
- Drive joint marketing initiatives with marketing teams
- Over time, develop into the internal trusted advisor on cloud (Azure/AWS/GCP) ensuring internal product management and managing access to early release programs and product roadmaps
- From time to time, organize introductory training courses and supplementary materials (e.g. overview presentations and hands-on exercises) to illustrate platform-specific features and functionalities
Requirements
- 8+ years of relevant experience in all aspects of the sales life cycle
- Experience in originating new business opportunities by learning EPAM’s value proposition, researching and selecting prospects, and proactively engaging them through calls, emails and LinkedIn outreach
- Ability to orchestrate and coordinate cross-functional teams by bringing together the right experts to identify and assess opportunities and collaboratively creating, pitching, and submitting solution proposals
- Proficiency in coordinating with the Legal Department to draft, review and finalize relevant contracts and agreements
- Solutions selling skills and demonstrated success developing and maintaining client and internal relationships
- Experience with Cloud Offerings is desired but not critical
- Ability to communicate effectively across teams with strong verbal, written, collaboration and interpersonal skills
- Strong presentation skills
- High energy level and ability to work independently
- Ability to speak German to a fully fluent level is mandatory for this role
