Senior Business Development Manager - Anthropic and OpenAI | AI Cybersecurity & Governance

EPAM Systems; Amsterdam; Hybrid; EUR 120,000 - 160,000; Full time

Benefits offered by this job

26 paid holiday days

Pension plan scheme

Disability insurance (WGA Shortfall)

Long-term disability insurance (WIATop

EPAM Employee Stock Purchase Plan (ES-

Commuting to work - costs reimbursemen

Laptop + corporate simcard + corporate

Bike lease

Employee Assistance Program

Corporate Programs including Employee

Learning and development opportunities

Job summary

EPAM Systems in Amsterdam, Netherlands (EMEA) is seeking a Senior Business Development Manager to drive growth in AI cybersecurity and governance, focusing on Anthropic and OpenAI partnerships. This hybrid role requires proactivity in closing multi-service deals and building a strong partner-led sales engine.

The candidate will nurture executive relationships, lead complex sales cycles across EMEA, and shape go-to-market strategies with ecosystem partners to deliver transformative AI security

Qualifications

• 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.

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.

Skills

New logo acquisition

Partnership sales

AI security

Job description

We're looking for a Senior Business Development Manager - Anthropic and OpenAI | AI Cybersecurity & Governance to join our team in Amsterdam, Netherlands (EMEA region) in a Hybrid working mode.

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
• Dutch - 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

• 26 paid holiday days
• Pension plan scheme
• Disability insurance (WGA Shortfall insurance)
• Long-term disability insurance (WIA Top up insurance)
• EPAM Employee Stock Purchase Plan (ESPP)
• Commuting to work - costs reimbursement
• Laptop + corporate simcard + corporate mobile device (subject to certain eligibility requirements)
• Bike lease
• Employee Assistance Program
• Corporate Programs including Employee Referral Program with rewards
• Learning and development opportunities including in-house training and coaching, professional certifications, and courses