Senior Business Development Manager - Anthropic and OpenAI | AI Cybersecurity & Governance (m/f/d)
EPAM Systems Senior Business Development Manager - Anthropic and OpenAI | AI Cybersecurity & Governance (m/f/d)
We're looking for a Senior Business Development Manager - Anthropic and OpenAI | AI Cybersecurity & Governance (m/f/d) to join our team in Berlin or Frankfurt, Germany (EMEA region) in a Hybrid working mode.
In this role, you will combine a strong new business development approach with partner-centric growth strategies. While your core responsibility is to drive net-new revenue through new logo acquisition across the EMEA market, you will also cultivate strategic relationships across EPAM's Anthropic and OpenAI partner ecosystem to co-create routes to market and accelerate joint success in AI cybersecurity and governance. This role requires an entrepreneurial mindset, a passion for collaboration and the ability to position EPAM as the partner of choice for large-scale, AI-driven cybersecurity and governance initiatives.
You will bring a strong understanding of AI cybersecurity and governance topics and a proven ability to identify and drive opportunities across AI/LLM security, securing agentic AI systems, AI red-teaming, adversarial robustness and AI governance and risk management for clients across industries.
Responsibilities
- Drive new logo acquisition and net-new revenue growth across the EMEA market
- Build and strengthen strategic relationships with ecosystem partners to unlock joint opportunities
- Co-develop partner go-to-market plans and solutions to address emerging client demands in AI cybersecurity and governance
- Identify and shape opportunities spanning AI/LLM security, securing agentic AI systems, AI red-teaming and AI governance
- 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 AI cybersecurity and governance propositions
- Ensure robust pipeline governance, forecasting and reporting practices
Requirements
- 7-12 years of experience in IT sales / business development with proven success in hunting and acquiring new business
- Track record of leveraging partner ecosystems for opportunity generation and revenue growth
- Strong understanding of AI/LLM security, including model and data security, adversarial robustness and secure agentic AI architectures
- Strong understanding of AI governance and risk management frameworks, including responsible AI and regulatory compliance
- Experience driving opportunities across AI red-teaming, agentic security operations and AI governance or risk management
- Experience selling complex, multi-service or transformation-led solutions
- Established relationships within the Anthropic and OpenAI partner ecosystems across EMEA
- Ability to influence senior stakeholders and navigate complex sales cycles
- Degree in business, technology or related field
- Strong commercial acumen, negotiation skills and consultative selling approach
- Independent, target-driven with a collaborative mindset
- German - Native / Fluent (required)
- English - Fluent (required)
Nice to have
- Previous experience in partner sales or alliance management roles
- Familiarity with joint go-to-market program execution
- Knowledge of account-based selling frameworks and ecosystem-led strategies
- Familiarity with the AI foundation model landscape and its application to AI cybersecurity and governance
- Exposure to AI red-teaming, adversarial testing or AI governance and responsible AI standards
Benefits
- 30 days holiday per annum
- Company Pension Scheme
- Regular performance assessments
- Discount on Fitness-First Black Membership
- bitkom - Corporate Benefits
- Employee Stock Purchase Plan (ESPP) (subject to certain eligibility requirements)
- Learning and development opportunities, including in-house training and coaching, professional certifications, and courses
- Friendly and enjoyable working team
- Regular corporate and social events
- Flexible and remote working opportunities
- Award-winning workplace: Great Place To Work® certified in 2026, Kununu (Top Company 2022–2026), NewWork Business Award 2025 for outstanding culture, innovation and employee satisfaction.