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 is looking for a passionate senior digital leader to join our growing team. This person is responsible for driving revenue related to our core digital platforms and EPAM related services working closely with our Digital Engagement Practice (DEP) team. To be successful, this leader will have to get things done through relationships and influence. Our Head of Digital Platform Channel Development must build their platform business around making it extremely easy and attractive for salespeople and account managers to sell the EPAM's holistic digital platform offerings.
This position requires a background in the digital platforms including Content Management, Commerce and Marketing Automation, credibility in front of sales executives and C-level audiences, contract negotiations, a high level of collaboration, experience managing channel relationships, mediation skills and issue resolution.
Req. #262953142
WHAT YOU'LL DO

• Drive Adobe, Sitecore, Acquia and MACH related sales, revenue and marketing activities within EPAM North America individually and through the management of the DEP Channel Development team
• Develop and support overall global GTM strategy for Adobe, Sitecore, Acquia and MACH partners alongside the dedicated platform practices, alliances and marketing teams
• Work cross-functionally with Business Unit leaders, sales, technical competencies and marketing teams to establish strategic marketing and growth plans
• 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
• Serve as liaison to BUs, sales, DEP portfolio leads, partner, and executive teams
• Work directly with platform partner executives, partners managers and sales to identify opportunities and joint target accounts
• Take partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement
• Execute, manage and deliver North American pipeline and revenue tied to practice strategies and initiatives in close alignment with internal and external stakeholders
• Coordinate with the EPAM and partner teams regarding joint opportunities, including pipeline and forecast reviews
• Perform partner needs assessment to identify training courses required to ramp-up on platforms and solutions
• Work closely with internal trainers and content development teams to improve content and delivery for educational programs and GTM marketing campaigns
• Make recommendations on integration strategies, and the platforms and application infrastructure required to successfully implement and extend Partner platforms
• Work with the assigned partner manager to identify, prepare and deliver product messaging to demonstrate EPAM value prop as a trusted systems integrator

REQUIREMENTS

• 10+ years in a channel sales or channel management roles
• Extensive experience with Adobe, Sitecore, Acquia and MACH platforms and various other digital marketing solutions
• Ability to communicate effectively across teams with strong verbal, written, collaboration and interpersonal skills
• Proven ability to build, lead and execute strategy in a cross-functional environment
• Experience selling solutions-based engagements
• Demonstrated success developing and maintaining client and internal relationships
• Conversant in enterprise product, solution and technology strategies with the ability to convert current knowledge and skills to Sitecore ecosystem
• Strong executive selling and business development skills; proven ability to understand different partner GTM and organizational models
• Understand offering creation, marketing, lead generation and professional services organization key performance indicators
• Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectiveness
• Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
• Strong presentation skills
• High energy level and ability to work independently
• Ability to manage relationships, business development, pipeline, and processes
• Demonstrated capability to work in a matrix structure
• Agile mindset and adaptability to change; able to focus and execute in a changing environment; ability to make things happen

WHAT WE OFFER

• 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

ADDITIONAL

• Depending on the position, EPAM employees may need to work at a client worksite or an EPAM office. To protect employees and help communities fight the COVID-19 pandemic, vaccination is required to visit a EPAM office in the US, and many of our clients have similar policies in place. Due to this, a COVID-19 vaccination may be necessary and when applicable, specific details will be discussed during the interview process which may include providing proof of vaccination. For candidates with exceptional circumstances that prevent them from getting the COVID-19 vaccine, we will offer alternative reasonable accommodation, where possible, which should be coordinated by your recruiter and discussed directly with an HR Representative
• This position operates in a remote capacity, but you must live within driving distance to an EPAM office. Your recruiter will discuss specific details about work location during the initial interview process