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

EPAM Systems; München; Hybrid; EUR 120,000 - 180,000; Full time

Benefits offered by this job

30 days holiday

Company pension

Stock Purchase Plan (ESPP)

Flexible/remote working opportunities

Training and certifications

Corporate events

Job summary

EPAM Systems, Inc. seeks a Senior Business Development Manager to lead new logo acquisition and partner-driven growth across the EMEA market, with a hybrid role in Berlin or Frankfurt.

You will orchestrate multi-party relationships, craft joint GTM plans with Anthropic and OpenAI partners, and drive AI cybersecurity and governance opportunities for large-scale clients. The role requires 7–12 years in IT sales, fluency in German and English, and a proven track record in navigating complex sales

Qualifications

• 7–12 years in IT sales or business development with hunting experience.
• Proven success leveraging partner ecosystems for revenue growth across EMEA.
• Strong knowledge of AI/LLM security, governance, and risk management.
• Ability to influence senior stakeholders and navigate complex sales cycles.

Responsibilities

• Drive new logo acquisition and net-new revenue growth in EMEA.
• Build and strengthen strategic relationships with ecosystem partners.
• Co-develop partner go-to-market plans and solutions.
• Identify and convert whitespace opportunities in accounts.
• Engage C-suite and VP-level stakeholders to influence decisions.
• Lead end-to-end sales lifecycle, including proactive campaigns with partners.

Skills

New logo acquisition

Partner ecosystem leverage

Stakeholder management

Negotiation

Consultative selling

German (native)

English (fluent)

Complex sales cycles

Account-based selling

Alliance management

Education

Degree in business, technology or related field

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.ResponsibilitiesDrive new logo acquisition and net-new revenue growth across the EMEA marketBuild and strengthen strategic relationships with ecosystem partners to unlock joint opportunitiesCo-develop partner go-to-market plans and solutions to address emerging client demands in AI cybersecurity and governanceIdentify and shape opportunities spanning AI/LLM security, securing agentic AI systems, AI red-teaming and AI governanceIdentify and convert whitespace opportunities in existing or underdeveloped accountsEngage senior stakeholders (C-suite, VP-level) across both clients and partners to influence decisionsNavigate and orchestrate multi-party relationships to accelerate deal cyclesLead the entire sales lifecycle from prospecting through close, leveraging partner engagement for entry and reachExecute proactive outbound activities including joint campaigns with partners to expand pipelinePosition EPAM's value through partner-aligned, transformation-led AI cybersecurity and governance propositionsEnsure robust pipeline governance, forecasting and reporting practicesRequirements7-12 years of experience in IT sales / business development with proven success in hunting and acquiring new businessTrack record of leveraging partner ecosystems for opportunity generation and revenue growthStrong understanding of AI/LLM security, including model and data security, adversarial robustness and secure agentic AI architecturesStrong understanding of AI governance and risk management frameworks, including responsible AI and regulatory complianceExperience driving opportunities across AI red-teaming, agentic security operations and AI governance or risk managementExperience selling complex, multi-service or transformation-led solutionsEstablished relationships within the Anthropic and OpenAI partner ecosystems across EMEAAbility to influence senior stakeholders and navigate complex sales cyclesDegree in business, technology or related fieldStrong commercial acumen, negotiation skills and consultative selling approachIndependent, target-driven with a collaborative mindsetGerman - Native / Fluent (required)English - Fluent (required)Nice to havePrevious experience in partner sales or alliance management rolesFamiliarity with joint go-to-market program executionKnowledge of account-based selling frameworks and ecosystem-led strategiesFamiliarity with the AI foundation model landscape and its application to AI cybersecurity and governanceExposure to AI red-teaming, adversarial testing or AI governance and responsible AI standardsWe offer30 days holiday per annumCompany Pension SchemeRegular performance assessmentsDiscount on Fitness-First Black Membershipbitkom - Corporate BenefitsEmployee Stock Purchase Plan (ESPP) (subject to certain eligibility requirements)Learning and development opportunities, including in-house training and coaching, professional certifications, and coursesFriendly and enjoyable working teamRegular corporate and social eventsFlexible and remote working opportunitiesAward-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.