Cybersecurity

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.