Manager, Client Partner

Greece: Athens, hybrid, 4+ years

seen 6d ago

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P&L Management
Client Engagement
Business Development
SDLC

About the role

Hybrid in Greece: Athens

Account Management

We are seeking an experienced Manager, Client Partner with a strong background in Client Engagement and Business Development to drive growth, strengthen executive-level client relationships, and identify new business opportunities while ensuring long-term customer success.

What you would do

* Client Partnership & Relationship Ownership: Act as the trusted primary owner of the customer relationship. Build deep, long-lasting rapport with C-level executives and key stakeholders, adopting a flexible approach to help clients achieve their objectives

* Commercial Growth & Strategy: Drive account expansion and identify new business opportunities. Collaborate with senior leadership to co-create and execute effective account growth strategies

* Solution Customization: Understand EPAM’s comprehensive portfolio of technology and business services, tailoring and connecting them directly to the client's unique needs

* P&L & Financial Accountability: Take full ownership of the account P&L, managing financial performance, revenue targets, profitability, and resource forecasting

* Cross-Functional Leadership: Serve as the central bridge between the client, internal delivery teams, and Business Unit (BU) heads. Partner closely with delivery management to ensure seamless project execution

* Sales & Pre-Sales Engagement: Support business development by qualifying opportunities, contributing to RFPs, crafting proposals, and helping close new deals

* Take ownership as the trusted lead for the customer relationship, cultivating strong, lasting connections with C-level executives and key stakeholders through a flexible approach that helps clients meet their goals

* Lead account expansion efforts and spot new business prospects, working alongside senior leadership to develop and implement account growth strategies

* Gain a thorough understanding of EPAM's full range of technology and business services, customizing and aligning them with each client's specific requirements

* Own the account P&L entirely, overseeing financial performance, revenue goals, profitability, and resource planning

* Function as the key connector between the client, internal delivery teams, and Business Unit (BU) leaders, working in tandem with delivery management to guarantee smooth project delivery

* Contribute to business development efforts by vetting opportunities, assisting with RFPs, developing proposals, and supporting deal closures

* Foster relationships at the senior level within key investment banking and capital markets accounts

* Clearly communicate EPAM’s capabilities in digital transformation, trading platforms, risk management, and regulatory compliance to meet client business objectives

* Identify new business opportunities and drive account growth through consultative selling and solution-based approaches

* Collaborate with delivery teams to ensure client satisfaction

* Develop account plans, sales strategies, and proposals tailored to client needs

* Represent EPAM at industry events, conferences, and client meetings

* Manage client financials, including contracts, invoices, and payments, ensuring accuracy and compliance with industry standards

* Ensure client relationships, interactions, and deliverables are in line with contract specifications and regulatory requirements

* Contribute to pre-sales initiatives for both existing and new accounts, focusing on capital markets solutions

* Own day-to-day and executive-level relationship management across a portfolio of Pittsburgh-area enterprise accounts

* Grow existing revenue through structured account development: identifying new workstreams, entering new business units, and positioning EPAM capabilities against each client’s technology roadmap

* Maintain accurate pipeline and forecast data; build account plans with 12–18-month revenue visibility

* Run standard account governance: QBRs, executive communications, stakeholder mapping, and delivery health checks

* Partner with EPAM delivery leads to ensure client satisfaction, manage change control, and protect margins

* Identify cross-sell and upsell opportunities across EPAM’s service lines: engineering, cloud, data & analytics, AI/ML, SAP, and digital transformation

* Represent EPAM at Pittsburgh-area industry events and build local market presence over time

* Drive new logo acquisition and net-new revenue growth across the Nordics region

* Build and strengthen strategic relationships with cloud and data ecosystem partners to unlock joint opportunities

* Co-develop partner go-to-market plans and solutions spanning cloud migration, cloud-native development, data platform modernization and analytics

* Identify and convert whitespace opportunities in existing or underdeveloped accounts

* Engage senior stakeholders (C-suite, VP-level) across both clients and partners to influence decisions

* Navigate and orchestrate multi-party relationships to accelerate deal cycles

* Lead the entire sales lifecycle from prospecting through close, leveraging partner engagement for entry and reach

* Execute proactive outbound activities including joint campaigns with partners to expand pipeline

* Position EPAM's value through partner-aligned, transformation-led cloud and data propositions

* Ensure robust pipeline governance, forecasting and reporting practices

* Create business strategies to successfully achieve client business goals

* Establish and cultivate strong relationships with clients at senior levels as well as external and internal partners to maximize growth within an account/client portfolio

* Support sales / pre-sales activities by acting as the lead to assess opportunities, respond to RFP's, create proposals and presentations, establish relationships with clients and prospective clients, and help to close / sign new deals

* Serve as the engagement architect, responsible for account plans and strategies, and work directly with client product, marketing, and/or IT teams to position the engagement and EPAM for success

* Own a portfolio of clients, driving revenue and margin growth as well as customer satisfaction

* Key intersection points for our clients, internal teams, and BU Heads / Sales Leads

* Ability to navigate and leverage key Gaming Cloud and Technology partnerships to enrich client engagements

* Serve as the product owner; partner with clients to help craft the product vision and roadmaps and create compelling customer value propositions and strategies

* Drive account revenue within the client / account portfolio as well as accelerate opportunities to influence and sell-in end-to-end EPAM services

* Drive the sales strategy and revenue plan for assigned strategic partners

* Carry a personal quota combining net-new logo and partner-driven revenue

* Build a sustainable pipeline through direct prospecting and joint selling with partners

* Manage the full sales lifecycle from qualification through deal closure

* Develop joint account strategies with partner field teams for aligned opportunities

* Influence partner organizations to prioritize EPAM’s joint initiatives

* Lead compelling value-based client conversations with EPAM and partner propositions

* Execute joint go-to-market campaigns, ensuring measurable pipeline results

* Drive governance across forecasting, pipeline reporting and opportunity accuracy

* Maximize strategic partner investment and funding to accelerate joint wins