advisor relations director in sourcing advisory

EPAM strengthens its position in advisor-influenced buying decisions, generates qualified deal opportunities, improves performance in competitive pursuits, and elevates market perception of its capabilities and differentiation.

• Develop and execute the advisor relations strategy for Europe, prioritizing 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
• Lead advisor relations throughout the pursuit lifecycle by 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
• Partner with industry, capability, sales, marketing, and account leaders, 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 utilization, support renewal decisions, and direct opportunities to firms best aligned with EPAM and client needs
• Lead executive briefings, roundtables, hospitality programs, and other high-value engagements that strengthen relationships and create commercial opportunities
• Define and report program performance, including relationship strength, sourced and influenced pipeline, bid invitations, win contribution, market reach, engagement quality, and return on investment

• 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
• 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, differentiated market narratives
• Executive presence, strong presentation and facilitation skills, sound judgment, and ability to operate effectively in a matrixed global organization
• Bachelor’s degree or equivalent practical experience
• Experience measuring and reporting program performance
• Будет плюсом: 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

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