Senior Business Development Manager - Pharmaceutical (m/f/d)

EPAM Systems; Deutschland; On-site; EUR 120,000 - 180,000; Full time

Job summary

EPAM Systems is seeking a Senior Business Development Manager – Pharmaceutical (m/f/d) to drive new logo acquisition and expand whitespace within the pharmaceutical sector across Frankfurt am Main, Berlin or Munich in a hybrid working mode.

You will act as a market-facing industry expert, engage C-suite and VP-level stakeholders, and position EPAM as a strategic transformation partner across digital transformation, cloud, AI and data initiatives.

Qualifications

• 8+ years of IT sales or business development in pharma sector.
• Proven track record of new logo acquisition and whitespace expansion.
• Deep understanding of pharmaceutical market dynamics and digital transformation priorities.
• Experience selling complex, multi-service engagements.
• Build pipeline from scratch and close deals consistently.
• Established network with key pharma decision-makers.
• Experience with C-level stakeholders in large enterprises.
• Bachelor's degree in business, technology or related field.
• Strong communication, negotiation, and commercial acumen.
• German and English language skills are required.

Responsibilities

• Own new logo acquisition within the pharmaceutical sector to drive net-new revenue growth
• Identify and unlock whitespace opportunities within existing or underdeveloped accounts
• Build and execute industry-focused account penetration strategies to enhance engagement
• Develop strong relationships with C-suite and VP-level stakeholders at pharmaceutical organizations
• Use market trends and industry insights to shape compelling client propositions
• Lead the full sales lifecycle from prospecting and qualification through closure
• Generate pipeline through targeted outreach, campaigns and participation in industry forums
• Represent EPAM at Pharmaceutical industry events to strengthen brand presence
• Position EPAM’s capabilities in digital transformation, cloud, AI and data in a relevant context
• Ensure disciplined pipeline management, accurate forecasting and detailed reporting

Skills

New logo acquisition

Whitespace expansion

C-suite engagement

Consultative selling

Account penetration

Forecasting

Negotiation

German & English

Education

Bachelor's degree in business or technology

Job description

We're looking for a Senior Business Development Manager – Pharmaceutical (m/f/d) to join our team in Frankfurt am Main, Berlin or Munich, Germany in a hybrid working mode. In this role, you will drive new logo acquisition and expand whitespace opportunities within the pharmaceutical sector. You will act as a market-facing industry expert, leveraging sector insights to engage and convert enterprise clients, positioning EPAM as a strategic transformation partner across initiatives such as digital transformation, customer experience, data and AI. This is a high-impact role requiring strong consultative selling skills and a proven ability to deliver net-new revenue growth.

Responsibilities

• Own new logo acquisition within the pharmaceutical sector to drive net-new revenue growth
• Identify and unlock whitespace opportunities within existing or underdeveloped accounts
• Build and execute industry-focused account penetration strategies to enhance engagement
• Develop strong relationships with C-suite and VP-level stakeholders at pharmaceutical organizations
• Use market trends and industry insights to shape compelling client propositions
• Lead the full sales lifecycle from prospecting and qualification through closure
• Generate pipeline through targeted outreach, campaigns and participation in industry forums
• Represent EPAM at Pharmaceutical industry events to strengthen brand presence
• Position EPAM’s capabilities in digital transformation, cloud, AI and data in a relevant context
• Ensure disciplined pipeline management, accurate forecasting and detailed reporting

Requirements

• 8+ years of experience in IT sales or business development with a focus on pharmaceutical sector clients
• Proven track record of new logo acquisition and whitespace expansion in strategic accounts
• Deep understanding of pharmaceutical market dynamics, challenges and digital transformation priorities
• Experience selling complex, multi-service or consulting-led engagements
• Ability to build pipeline from scratch and demonstrate consistent deal closure
• Established network with key decision-makers in the pharmaceutical industry
• Experience engaging with C-level stakeholders in large enterprises
• Bachelor's degree in business, technology or a related field
• Strong communication, negotiation skills and commercial acumen
• German and English language skills are required for this role
• Ability to work independently in a target-driven environment
• Nice to have Existing executive network within German or DACH Pharmaceutical accounts
• Familiarity with regulatory, compliance or R&D-to-commercial dynamics in the pharmaceutical sector
• Experience selling AI, data or cloud transformation initiatives to pharmaceutical clients