Back to SearchAssociate Director, Advisor Relations
Hybrid in Netherlands: Amsterdam, The United Kingdom: London
Sales and Marketing
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What does it take to shift advisor-influenced buying decisions in a market where perception is everything? As Associate Director, Advisor Relations you will answer that question for EPAM.
In this newly created builder role, you will define and execute a high-impact program across priority sourcing advisory analyst firms. This will strengthen EPAM’s position in advisor-influenced buying decisions, generate qualified deal opportunities, improve performance in competitive pursuits and elevate market perception of EPAM’s capabilities and differentiation.
The successful candidate will combine trusted external relationships, strong commercial judgment, sourcing-lifecycle expertise and the ability to align senior stakeholders across sales, industries, capabilities, marketing and account teams.
Responsibilities
- Develop and execute EPAM’s advisor relations strategy for Europe, prioritising firms, relationships, offerings, industries and market opportunities
- Build a sustainable pipeline of advisor-influenced opportunities by securing early market intelligence, increasing invitations to competitive bids and coordinating pre-pipeline actions with sales leadership
- Establish and deepen trusted relationships with senior sourcing advisors, consultants and other influential third parties, maintaining tailored engagement plans
- Serve as the advisor-relations lead throughout the pursuit lifecycle, creating effective backchannels, gathering actionable coaching, preparing teams for advisor-led sessions and helping shape differentiated bid narratives and responses
- Communicate EPAM’s value proposition, capabilities, proof points and competitive differentiators through briefings, feedback sessions, market education and third-party validations
- Act as a trusted partner to industry, capability, sales, marketing and account leaders by translating advisor insight into go-to-market priorities, pursuit actions and executive decisions
- Identify opportunities to connect advisors with EPAM clients and prospects, support joint market engagement and guide account teams on advisor selection and participation
- Build business cases for advisor products and services, evaluate value and utilisation, support renewal decisions and direct opportunities to firms best aligned with EPAM and client needs
- Lead executive briefings, roundtables, hospitality programmes and other high-value engagements that strengthen relationships and create commercial opportunities
- Define and report programme performance, including relationship strength, sourced and influenced pipeline, bid invitations, win contribution, market reach, engagement quality and return on investment
Requirements
- 10+ years of relevant experience in advisor relations, business development, strategic partnerships, sourcing advisory, sales enablement, consulting or a related field
- Demonstrated success working with sourcing advisors and influencing complex technology-services or business-process-services buying cycles
- Strong established relationships with senior professionals at major sourcing advisory firms and related influencers
- Deep understanding of the sourcing lifecycle, including opportunity qualification, competitive evaluations, proposal development, advisor-led workshops, deal shaping and pursuit coaching
- Commercial experience spanning prospecting, lead qualification, executive sales conversations, proposal support and cross-functional pursuit leadership
- Ability to translate complex capabilities into clear, credible and differentiated market narratives
- Executive presence, strong presentation and facilitation skills, sound judgement and the ability to operate effectively in a matrixed global organisation
- Bachelor’s degree or equivalent practical experience
- Experience measuring and reporting programme performance
Nice to have
- MBA, MS or another relevant advanced degree
- Prior experience within a sourcing advisory firm or as a senior advisor-relations leader at a global technology services company
- Familiarity with firms such as ISG, Avasant, Everest, AlixPartners, Kearney and other influential regional or specialist advisors
- Experience building an advisor relations function, operating model, measurement framework or high-performing team
- Knowledge of EPAM’s priority industries, digital engineering, cloud, data, AI, experience transformation and managed services markets