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Southeast BU Head

Remote in United States of America: Charlotte, & 2 others
Client Partnership
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We are seeking an experienced Southeast BU Head to own the performance and growth of a large Southeast portfolio spanning established and emerging markets. In this role, you will lead regional strategy, drive new client acquisition and orchestrate teams across account management, sales and delivery to strengthen EPAM's regional presence.

Team Structure

  • One VP-level market leader
  • Approximately 10 Account Managers
  • Three Sales Managers in a matrix reporting structure
  • Regional Head of Delivery with 10 to 20 Delivery Managers

Success Metrics

  • Achieve at least 10 percent annual growth across the existing portfolio
  • Win 3 to 4 new strategic clients annually
  • Establish strong and consistent go-to-market execution across the region
  • Drive proactive account growth through disciplined account management
  • Strengthen EPAM's presence across established and emerging Southeast markets


Req# 996264588

Responsibilities
  • Own performance and growth of a large Southeast portfolio, including one major anchor account of approximately 50 million in annual revenue, four large accounts exceeding 10 million each, and a broader portfolio of strategic and emerging accounts
  • Drive consistent annual growth of at least 10 percent across the portfolio
  • Define and execute the regional strategy across established and emerging markets
  • Lead EPAM's presence across the Southeast region, including established markets such as Atlanta and Florida, and emerging markets including North Carolina and other high-potential areas
  • Build and expand EPAM's footprint in untapped markets through targeted business development and ecosystem engagement
  • Ensure disciplined account management across a team of account managers, driving proactive growth within existing clients
  • Personally engage in key client relationships and strategic pursuits
  • Expand relationships within large enterprise accounts to increase share of wallet
  • Drive acquisition of 3 to 4 major new clients annually, targeting organizations with the potential to scale into 5 to 10 million-plus accounts
  • Lead strategic pursuits and play an active role in deal origination and closure
  • Partner with a matrixed sales organization to build and convert a strong pipeline
  • Establish consistent go-to-market motions across the region, including account planning, pipeline development and cross-selling of EPAM capabilities
  • Leverage EPAM's global capabilities to position differentiated solutions
  • Partner closely with the regional Head of Delivery to ensure alignment between business development and delivery execution
  • Maintain high levels of client satisfaction and delivery quality
  • Ensure delivery excellence supports long-term account growth
  • Drive joint go-to-market efforts with key strategic partners, including AWS, Microsoft, Google Cloud, Databricks and Salesforce
  • Leverage partner channels as a significant source of pipeline and revenue
  • Represent EPAM within the Southeast business and technology community
  • Build relationships with clients, partners, and local organizations to strengthen EPAM's regional presence
Requirements
  • 15 to 20 plus years of experience in IT services, consulting, or digital engineering organizations
  • Experience managing large-scale portfolios of 100 million or more
  • Experience in one or more of the following sectors is preferred: Software and High Tech, Manufacturing, and Travel and Hospitality
  • Proven ability to lead large, complex organizations across multiple markets
  • Strong track record of scaling large enterprise accounts and driving new client acquisition
  • Ability to orchestrate teams across account management, sales, and delivery
  • Demonstrated success in growing strategic accounts and winning new enterprise clients
  • Experience leading complex deals and managing executive-level client relationships
  • Strong understanding of partner-driven sales models
Nice to have
  • External visibility through events and industry engagement is a strong plus