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

EPAM Systems; Deutschland; On-site; EUR 90,000 - 120,000; Full time

Job summary

EPAM Systems in Berlin or Frankfurt, Germany, is seeking a Senior Business Development Manager to drive net-new revenue across the EMEA region in a hybrid role. You will lead new logo acquisition and cultivate strategic partnerships with Anthropic and OpenAI to accelerate joint go-to-market initiatives in AI cybersecurity and governance.

The ideal candidate has 7–12 years in IT sales, a strong partner-network, and deep knowledge of AI governance and security.

Qualifications

• 7–12 years of IT sales / business development experience.
• Proven success in hunting and acquiring new business.
• Experience leveraging partner ecosystems for opportunities.
• Strong understanding of AI governance and risk management.

Responsibilities

• Drive new logo acquisition and net-new revenue in EMEA.
• Build and strengthen strategic partner relationships for joint growth.
• Co-develop go-to-market plans with Anthropic and OpenAI ecosystems.
• Identify opportunities in AI cybersecurity, governance and risk.
• Engage C-suite and VP-level stakeholders to influence decisions.
• Lead end-to-end sales lifecycle with cross-functional teams.

Skills

New business development

Partner ecosystems

Sales lifecycle

AI governance

AI/LLM security

Education

Bachelor's 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