About this role
Director of Business Development leads new logo hunting and expansion in the pharma and life sciences vertical, positioning EPAM's full services portfolio to address transformation challenges, and coordinating cross-functional teams to close multi-year engagements.
Key Responsibilities
- Hunt and close net new business across pharma, biotech, medtech and life sciences accounts
- Leverage existing network to generate a pipeline from day one
- Position EPAM's full services portfolio as the answer to client's challenges
- Build account plans and pursuit strategies tailored to life sciences cycles
- Engage decision-makers at every level, from practitioner to C-suite
Technical Overview
Role emphasizes strategic selling in pharma/life sciences with AI, cloud, data analytics, platform modernization, and cybersecurity; requires leveraging alliances and co-sell opportunities with hyperscalers and platform vendors; executive-level stakeholder management.
Ideal Candidate
The ideal candidate is a senior, hunter-oriented business development leader with deep pharma and life sciences domain expertise, a proven track record of closing enterprise IT services and AI/digital transformation deals, and a strong network of C-suite relationships.
Must-Have Skills
Deepgenuine expertise in the pharma and/or life sciences industryAn established network of relationships with technology and digital leaders inside life sciences enterprises — CDOsCIOsCTOsVPs of Engineering or equivalent — that you can activateA proven track record of hunting and closing enterprise IT servicesAI or digital transformation deals — not just managing inherited accounts or responding to inboundExperience selling complexmulti-discipline technology engagements — consultingengineeringclouddata and/or AI — in a matrixedsolutions-led environmentThe ability to build a compelling transformation vision for enterprise clients and connect it credibly to delivered outcomes — you sell business value not SOWsStrong commercial instincts and negotiation skills — you structure deals wellprotect margin and know when to push and when to flexDemonstrated success orchestrating pursuit teams across technicaldelivery and executive stakeholders to win competitive dealsExperience navigating and leading RFP/RFI responses with discipline — qualifying hardresourcing appropriately and driving to winComfort operating in a matrixed global organization — you build internal allies as effectively as external ones and know how to get things done without a playbookFamiliarity with technology trends shaping life sciences: agentic AIgenerative AIclinical data modernizationregulatory-grade AI governancedigital twins and cloud-native R&D platformsBilingual candidates (English/French or English/Spanish) are a plus
Nice-to-Have Skills
Bilingual candidates (English/French or English/Spanish) are a plus
Required Skills
Deep pharma & life sciences expertiseestablished network of CDOs CIOs CTOs VPs of Engineering or equivalent that you can activateproven track record of hunting and closing enterprise IT servicesAI or digital transformation dealsexperience selling complex multi-discipline technology engagementsability to build a compelling transformation vision and connect it credibly to delivered outcomesstrong commercial instincts and negotiation skillsexperience navigating RFP/RFI responses with disciplinecomfort operating in a matrixed global organizationfamiliarity with AI trends in life sciences
Hard Skills
Hunt and close net new business across pharmabiotechmedtech and life sciences accountsEstablishing and leveraging a network to generate pipeline from day onePositioning a full services portfolio (AI and generative AIclouddata and analyticsengineering and modernizationcybersecurityCX)Account planning and pursuit strategies tailored to life sciences enterprise buying cyclesEngaging decision-makers up to C-suiteLeading RFP/RFI responses with internal expertsCollaboration with technology alliance partners (hyperscalersplatform vendors) for co-sellMaintaining an accurate pipeline and forecastKnowledge of AI adoptionregulatory techclinical data platformsdigital R&DBilingual English/French or English/Spanish (plus)
Soft Skills
Excellent communicationRelationship buildingNegotiationStrategic thinkingStakeholder management
Keywords for Your Resume
directorbusiness developmentpharmalife sciencesbiotechaigenerative aiclouddata and analyticsplatform modernizationcybersecuritycxrfprfp responsesc-suitehunt and close net new businessnew logosexpansion within existing strategic relationshipsenterprise it serviceshyperscalersplatform vendorsdata analyticsRFPC-suite
Deal Breakers
No established network of technology and digital leaders in life sciences, No enterprise IT services or AI sales experience, Non-English bilingual not meeting requirement, Not willing to travel up to 25%
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