Partner Sales Senior Manager - Google Cloud Energy

We are seeking a Partner Sales Senior Manager to join our team in the US in a remote working mode. In this role, you will blend a strong new-business hunter mindset with Channel-led growth, carrying a quota to drive net-new revenue through new-logo acquisition and through partner-sourced and partner-influenced opportunities. You will build senior executive relationships across the partner ecosystem, co-create routes to market with them, and position EPAM as the go-to partner for large-scale digital transformation initiatives.

Req.#1012269198

Responsibilities

• Define the commercial strategy and revenue plan for assigned strategic partners
• Convert the overall partner strategy into clear sales priorities, revenue targets and pipeline objectives
• Build joint sales plans with partners focused on priority industries, accounts, solutions and geographies
• Hold a personal revenue target that combines net-new logo revenue with partner-sourced and partner-influenced revenue
• Maintain a high-quality pipeline through direct prospecting and joint / co-selling activities
• Manage the entire sales lifecycle from prospecting through close, taking personal ownership of each deal
• Cultivate strong working relationships with partner sales leaders, account executives and field teams
• Establish joint account plans for strategic clients and encourage partner participation in strategic bids, proposals and client meetings
• Shape partner capabilities into commercially compelling GTM propositions and craft repeatable industry sales plays
• Build trusted relationships with senior commercial executives within strategic partners to secure executive sponsorship for major opportunities
• Pinpoint applicable partner funding programs fit for each opportunity and maximize funding to drive client value and commercial scale
• Monitor funding utilization, compliance and the commercial return on partner investment

Requirements

• 8+ years of experience in IT sales / business development with a proven record of hunting and closing complex enterprise deals at senior manager level
• Track record of generating revenue through strategic technology partnerships, along with demonstrated experience carrying and exceeding a personal sales quota
• Understanding of enterprise technology solutions and relevant partner ecosystems
• Demonstrated experience managing complex enterprise sales cycles end-to-end
• Background in working with major technology vendors and their field / channel organizations
• 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 organizations
• Degree in business, technology, or a 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