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.ResponsibilitiesDevelop and execute EPAM’s advisor relations strategy for Europe, prioritising firms, relationships, offerings, industries and market opportunitiesBuild a sustainable pipeline of advisor-influenced opportunities by securing early market intelligence, increasing invitations to competitive bids and coordinating pre-pipeline actions with sales leadershipEstablish and deepen trusted relationships with senior sourcing advisors, consultants and other influential third parties, maintaining tailored engagement plansServe 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 responsesCommunicate EPAM’s value proposition, capabilities, proof points and competitive differentiators through briefings, feedback sessions, market education and third-party validationsAct 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 decisionsIdentify opportunities to connect advisors with EPAM clients and prospects, support joint market engagement and guide account teams on advisor selection and participationBuild 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 needsLead executive briefings, roundtables, hospitality programmes and other high-value engagements that strengthen relationships and create commercial opportunitiesDefine and report programme performance, including relationship strength, sourced and influenced pipeline, bid invitations, win contribution, market reach, engagement quality and return on investmentRequirements10+ years of relevant experience in advisor relations, business development, strategic partnerships, sourcing advisory, sales enablement, consulting or a related fieldDemonstrated success working with sourcing advisors and influencing complex technology-services or business-process-services buying cyclesStrong established relationships with senior professionals at major sourcing advisory firms and related influencersDeep understanding of the sourcing lifecycle, including opportunity qualification, competitive evaluations, proposal development, advisor-led workshops, deal shaping and pursuit coachingCommercial experience spanning prospecting, lead qualification, executive sales conversations, proposal support and cross-functional pursuit leadershipAbility to translate complex capabilities into clear, credible and differentiated market narrativesExecutive presence, strong presentation and facilitation skills, sound judgement and the ability to operate effectively in a matrixed global organisationBachelor’s degree or equivalent practical experienceExperience measuring and reporting programme performanceNice to haveMBA, MS or another relevant advanced degreePrior experience within a sourcing advisory firm or as a senior advisor-relations leader at a global technology services companyFamiliarity with firms such as ISG, Avasant, Everest, AlixPartners, Kearney and other influential regional or specialist advisorsExperience building an advisor relations function, operating model, measurement framework or high-performing teamKnowledge of EPAM’s priority industries, digital engineering, cloud, data, AI, experience transformation and managed services marketsWe offerEPAM Employee Stock Purchase Plan (ESPP)Protection benefits including life assurance, income protection and critical illness coverPrivate medical insurance and dental careEmployee Assistance ProgramCompetitive group pension planCyclescheme, Techscheme and season ticket loansVarious perks such as free Wednesday lunch in-office, on-site massages and regular social eventsLearning and development opportunities including in-house training and coaching, professional certifications, and coursesIf otherwise eligible, participation in the discretionary annual bonus programIf otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program #J-18808-Ljbffr
Associate Director, Advisor Relations employer: EPAM Systems
Join a dynamic and innovative team in London where your expertise as a Delivery Director will be valued and nurtured. We pride ourselves on a collaborative work culture that fosters continuous improvement and professional growth, offering you the chance to work alongside award-winning teams in the Retail/Consumer Products industry. With a focus on client satisfaction and strategic project delivery, you'll find meaningful and rewarding employment in an environment that champions creativity and technical excellence.
