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

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

Job summary

EPAM Systems in Amsterdam seeks a Senior Business Development Manager for Anthropic and OpenAI, with a focus on AI cybersecurity and governance. This hybrid role targets net-new revenue growth across the EMEA market by building strategic partnerships with Anthropic and OpenAI ecosystems.

You will drive the full sales lifecycle from prospecting to close, engaging senior stakeholders and leveraging partner-driven GTM plans to accelerate growth in AI governance and security across industries.

Qualifications

• 7-12 years of IT sales or business development experience.
• Proven success in hunting and acquiring new business.
• Strong understanding of AI/LLM security and governance.
• Fluency in Dutch and English.

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 for AI cybersecurity and governance.
• Identify opportunities spanning AI/LLM security, agentic AI, AI governance and risk management.
• Engage senior stakeholders across clients and partners to influence decisions.
• Lead the full sales lifecycle from prospecting through close with partner engagement.

Skills

New business development

Partner ecosystems

Negotiation skills

Consultative selling

Education

Business/Technology degree

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. 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
• 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