Senior Business Development Manager - Anthropic and OpenAI | AI Cybersecurity & Governance (m/f/d)
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
- 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)
- 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
- 30 days holiday per annum
- Company Pension Scheme
- Regular performance assessments
- Discount on Fitness\-First Black Membership
- bitkom \- Corporate Benefits
- Employee Stock Purchase Plan (ESPP) (subject to certain eligibility requirements)
- Learning and development opportunities, including in\-house training and coaching, professional certifications, and courses
- Friendly and enjoyable working team
- Regular corporate and social events
- Flexible and remote working opportunities
- Award\-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.
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