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+)
