Director, Business Development - Technology

EPAM Systems, Inc. is seeking a Director of Business Development focused on technology to drive revenue growth and expand EPAM’s presence within the Google account in the Bay Area. In this role, you will operate as a dedicated account-based seller, building strategic opportunities aligned to Google’s priorities.

Account Growth and Strategy

• Own growth within the Google account, expanding activity across business units and identifying new opportunity areas
• Identify and convert whitespace opportunities across underpenetrated teams and business units within the account
• Build and execute an account penetration plan aligned to Google’s priorities and organizational structure
• Position EPAM’s capabilities across digital transformation, data, cloud, and AI in the context of Google’s business needs

Stakeholder Engagement and Client Propositions

• Develop and manage relationships with senior stakeholders within the Google account, including Director, VP, and C-suite level contacts
• Use account insight and technology sector trends to shape relevant client propositions
• Collaborate with internal delivery and account teams to align proposed solutions with Google’s specific challenges

Sales Execution and Pipeline Management

• Lead the full sales lifecycle, from prospecting and qualification through to deal closure
• Proactively generate pipeline through targeted outreach, representing EPAM at relevant industry forums and networks to strengthen brand presence
• Maintain disciplined pipeline management, forecasting, and reporting

Required Qualifications

• 10-15 years of experience in IT sales or business development, with strong focus on named account or strategic account selling
• Demonstrated track record of identifying and closing new business in organizations with $2B+ in sales using a consultative, collaborative multi-discipline approach
• Proven experience growing revenue and expanding whitespace within large, complex named accounts
• Prior experience selling IT services into Alphabet/Google or working directly within the organization
• Strong understanding of the technology sector and Google’s organizational structure, priorities, and buying behaviors
• Experience selling complex, multi-service or consulting-led engagements
• Demonstrated ability to build pipeline from scratch and close net-new opportunities within an existing account
• Established network or experience engaging with senior stakeholders across large technology organizations
• Experience engaging with C-level stakeholders and navigating complex organizations
• Bachelor’s degree in business, technology, or related field
• Strong communication, negotiation, and commercial acumen
• Ability to operate independently in a high-growth, target-driven environment
• Existing relationships or network within Google
• Familiarity with cloud, AI/ML, and data platforms relevant to Google’s technology stack

Compensation and Location

• Location: Mountain View, CA (onsite)
• Base salary range: USD $185,000 - $225,000 per year
• Variable compensation incentives: This position is eligible for variable compensation incentives

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
• Legal Plan and Identity Theft Protection
• Accident Insurance
• Employee Discounts
• Pet Insurance
• Employee Stock Purchase Program

Work Authorization Note

EPAM will not provide new H-1B visa sponsorship for this position. Candidates with existing transferable H-1B status may be considered.