Senior Business Development Manager - Anthropic and OpenAI | AI Cybersecurity & Governance (m/f/d)

EPAM Systems; Frankfurt; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

30 days holiday per annum

Company Pension Scheme

ESPP—Employee Stock Purchase Plan

Learning and development opportunities

Flexible and remote working

Job summary

EPAM Systems is seeking a Senior Business Development Manager to drive net-new revenue across the EMEA region in a hybrid setup in Berlin or Frankfurt. You will spearhead new logo acquisition while cultivating strategic relationships with Anthropic and OpenAI ecosystems to co-create go-to-market strategies for AI cybersecurity and governance.

The role demands a strong background in AI/LLM security and governance, plus a proven ability to influence senior stakeholders and navigate complex

Qualifications

• 7–12 years of IT sales / business development experience.
• Proven track record in hunting and acquiring new business.
• Strong partner ecosystem experience for opportunity generation and revenue growth.
• Deep understanding of AI/LLM security, governance, and risk management.
• Experience selling complex, multi-service or transformation-led solutions.
• Established relationships within Anthropic and OpenAI ecosystems across EMEA.
• Ability to influence senior stakeholders and navigate long sales cycles.
• Degree in business, technology, or related field.
• Strong commercial acumen and negotiation skills.

Responsibilities

• Drive net-new revenue growth across the EMEA market through new logos.
• Build and strengthen relationships with Anthropic and OpenAI ecosystem partners to unlock joint opportunities.
• Co-develop partner go-to-market plans and solutions for AI cybersecurity and governance needs.
• Identify opportunities in AI/LLM security, agentic AI, AI governance, and risk management.
• Lead end-to-end sales lifecycle from prospecting to close, leveraging partners for entry and reach.
• Engage C-suite and VP-level stakeholders across clients and partners to influence decisions.
• Manage multiple-party relationships to accelerate deal cycles and forecast pipeline.

Skills

IT sales

Partnership ecosystem

Stakeholder management

Negotiation

Consultative selling

German language

English language

Education

Degree in business/technology

Job description

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

We offer

• 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.